Although a Professor has a "no-extension" policy, he has granted two extensions: one to a student who had a death in the family, and the other to a student unexpectedly admitted into the hospital. A third student is about to meet with the Professor also hoping for an extension. Passing the course is crucial for the student, but the excuse for lateness is not as serious as the precedents.
There is little factual preparation needed, but some strategic thinking is a good idea. The negotiation should last 5-15 minutes. Videotaping is useful for reviewing nonverbal communication.
This exercise can be used for a number of purposes. It was designed to explore psychological awareness and illustrate emotional reactions and nonverbal communication.
The problem tests skills in separating the people from the problem.
It also presents a temptation for misrepresentation that can generate appropriate discussion.
The salience of the issue for many participants tends to bring out their "natural" negotiating style for observation, analysis, and increased awareness.
Confidential Instructions for the:
All of the above
Communication; Credibility; Education, as a means; Emotions; Ethics; Fairness; Interpersonal skills; Legitimacy; Misrepresentation; Nonverbal communication; Objective criteria; Personality; Power imbalance; Precedents; Psychological games; Relationship; Separating the people from the problem; Trust; Yesable propositions
Prof. Susskind’s Top 5 Environmental Negotiation Teaching Materials
From time to time, the Teaching Negotiation Resource Center asks PON-affiliated faculty to nominate their top five books, top five teaching videos or top five role-play simulations in certain fields or teaching settings. These change periodically.