active listening

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A set of skills and an attitude. By asking open-ended questions, seeking clarification, driving for specificity, and then demonstrating a grasp of what the other party has said, you both learn and project empathy with your counterparts’ point of view. Typical active-listening questions include, "If I understand you correctly, you need… Why is that important to you?" and "What specific concerns do you have about our proposal?" (Roger Fisher and William Ury, Getting to Yes [Penguin Books, 1991], 34). See Also: Crisis Negotiations and Negotiation Skills Insights from the New York City Police Department Hostage Negotiations Team, Negotiation Skills: Threat Response at the Bargaining Table .

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Role Simulations

Role Simulation
Taline Aharonian and Agieszka Klich
Complex 13-party, two-team facilitated negotiation between private citizens from both sides of an actual long-term ethnic conflict
Role Simulation
Ethics Negotiation Role-Play:

Biography, The

Sheila Heen and Douglas Stone
Two-party negotiation between a teaching fellow and a student about the student's grade on a paper exploring biographical and racial issues
Role Simulation
Global Treaty-Making Negotiation Role-Play:

Global Management of Organochlorines

Lawrence Susskind, Sarah McKearnan, Mike Gordon, Adil Najam, Joshua Secunda, Granville Sewell, Parag Shah and Andrea Strimling
Thirteen-person, multi-issue facilitated negotiation among eight country representatives, four NGO representatives, and a working group chairperson must draft a treaty aimed at reducing harmful organochlorines; also known as "Chlorine Game"
Role Simulation
Michael Maturo, Kate Mahoney, Francisco Ingouville and Anthony Wanis St. John, under the direction of David Fairman
Six-person mediated negotiation among representatives of the Guatemalan government, military, rebel groups, indigenous people, and U.S. government to address post-armed-conflict human rights, land claims, and cultural and political rights issues

Video and Audio

Videos and Audio

Michael Wheeler

A simulated mediation between an aid worker and a project funder, featuring Getting to YES co-author Bruce Patton as the mediator
Videos and Audio

Robert H. Mnookin and Susan Hackley

An illustration of interviewing and listening techniques appropriate for lawyer-client interviews, featuring Harvard Law School Professor Robert Mnookin