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Best Alternative to a Negotiated Agreement. The true measure by which you should judge any proposed agreement. It is the only standard which can protect you both from accepting terms that are too unfavorable and from rejecting terms it would be in your interest to accept. (Roger Fisher and William Ury, Getting to Yes [Penguin Books, 1991], 100-01). See Also: Free Report: BATNA Basics, Negotiating for Continuous Improvement: Monitor and Assess Your Negotiation Skills, Dealmaking: Relationship Rules and Business Negotiations.

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Role Simulations

Role Simulation
Public Dispute Negotiation Role-Play:

Managing Growth in Rockville

Armand Ciccarelli and Lawrence Susskind
Seven-person, multi-issue mediation among business, planning, environmental, and agricultural interests regarding growth management and comprehensive planning
Role Simulation
Labor Relations Negotiation Role-Play:

MAPO – Administration Negotiation

Mark Gordon, Elizabeth Gray, Tim Rieser, and Lynn Gerber
Two-team, multi-issue collective bargaining negotiation between three police union representatives and three municipal representatives over police salaries, benefits, and working conditions
Role Simulation
International Relations Negotiation Role-Play:

Meridia and Petrocentram

Abram Chayes and Antonia Handler Chayes
Two-party, four-issue negotiation between representatives of a Central American country and an international petroleum corporation over the terms of an offshore drilling project
Role Simulation
International Relations Negotiation Role-Play:

Monroe Energy Assistance Game I

Allan Morgan and Lawrence Susskind
Six-party, four-issue negotiation among representatives of consumer groups, political leaders, and public utilities to develop a statewide energy assistance plan for low-income residents
Role Simulation
International Relations Negotiation Role-Play:

Monroe Energy Assistance Game II

Jeffrey B. Litwak and Lawrence Susskind
Role Simulation
International Relations Negotiation Role-Play:

Mountain View Farm

Roger Fisher and Andrew Clarkson
Two-party, multi-issue integrative negotiation between a farmer and a neighbor over the sale or lease of part of the neighbor's land
Role Simulation
International Relations Negotiation Role-Play:

Nazi Party of America v. Town of Hokey

Bruce Patton
Two-party highly political negotiation between a lawyer for Nazi convention organizers and a town attorney a permit application for a Nazi Party parade in a Jewish neighborhood
Role Simulation
Public Dispute Negotiation Role-Play:

Negotiated Development in Redstone

Lawrence Susskind and John Forester
Two-party, two-issue scoreable negotiation between a developer and a neighborhood association representative regarding the development terms of a new condominium project
Role Simulation
International Relations Negotiation Role-Play:

Negotiating Budget Cuts at Newtowne Hospital

Lawrence Susskind
Six-person negotiation among hospital administration and employee representatives to reach consensus on budget cuts in three departments
Role Simulation
International Relations Negotiation Role-Play:

Negotiating with Another Federal Agency

Larry Susskind (MIT), Ona Ferguson, and Meredith Sciarrio
Two, separate, two-person, non-scorable negotiations: one between Technical Co-chairs from the Center for Disease Control and USAID; the other between a CDC Technical Co-Chair and the Minister of Health in the imaginary host country of Sabada.
Role Simulation
International Relations Negotiation Role-Play:

Negotiating with the Ministry of Health

Larry Susskind (MIT), Ona Ferguson, and Meredith Sciarrio
Two, separate, two-person, non-scorable negotiations: one between Technical Co-chairs from the Center for Disease Control and USAID; the other between a CDC Technical Co-Chair and the Minister of Health in the imaginary host country of Sabada.
Role Simulation
International Relations Negotiation Role-Play:

New Crimea Prison Overcrowding Simulation

Susan Podziba and Lawrence Susskind
Eight-party, multi-issue negotiation among prison administrators, government leaders, criminal justice advocates, and prisoners' rights advocates to develop recommendations for a comprehensive state policy to alleviate prison overcrowding
Role Simulation
International Relations Negotiation Role-Play:

Ocean Splash

The Consensus Building Institute, Inc.
Two-party, two-issue scoreable negotiation between a charity and a corporate sponsor regarding the number and placement of advertising banners at a fundraising walk
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Parker-Gibson

Two-party, single-issue distributive negotiation between two neighbors regarding the potential sale of a vacant lot; refinement of Appleton-Baker
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Parking Facility Venture

Three-party scoreable negotiation among three firms regarding the joint construction of an off-street parking facility; variation of "Three-Party Coalition"
Role Simulation
Family Negotiation Role-Play:

People v. Malvenue

Ron Karp and Bruce Patton
Two-party plea bargaining negotiation between a prosecutor and the court-appointed defender for a man accused of abusing his wife, who refuses to sign the complaint against him
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

PowerScreen Problem

Bruce Patton, Mark Gordon and Andrew Clarkson
Two-party integrative negotiation between the lawyers for business partners concerning the ownership of a new computer program one of them has developed
Role Simulation
Environment and Sustainability Negotiation Role-Play:

Radwaste I

Tod Loofbourrow, Lawrence Susskind, Denise Madigan and Wendy Rundle
Seven-party, multi-issue, scoreable negotiation among regulatory, environmental, tribal, local government, and industry representatives to choose criteria for selecting a low-level radioactive waste disposal site
Role Simulation
Environment and Sustainability Negotiation Role-Play:

Radwaste II

Tod Loofbourrow, Lawrence Susskind, Denise Madigan and Wendy Rundle
Six-party, multi-issue negotiation among state and local government, enviromental, and industry representatives to select one of three sites for low-level radioactive waste disposal
Role Simulation
Environment and Sustainability Negotiation Role-Play:

Rockwell Quarry

Todd Bryan, Alexandra Mitchell, Hilary Collins, and Sarah Fordyce Bock
Five-party, multi-issue negotiation among elected officials, property owners, and a gravel company over a permit for a gravel quarry in a recreationally valuable canyon
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Rushing River Cleanup

Bruce Patton
Three-party, scoreable, single-issue negotiation among three manufacturers over two- or three-party coalitions for complying with waste cleanup regulations; variation of Three-Party Coalition Exercise
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Sally Soprano II

Wayne Davis, Mark N. Gordon and Bruce Patton
Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production, under conditions of full disclosure.
Role Simulation
International Relations Negotiation Role-Play:

Ship Bumping Case

Andrew Clarkson
Two-party international negotiation between Russian and U.S. negotiators over a naval incident; teams internally prepare instructions for a representative not involved in the preparation
Role Simulation
International Relations Negotiation Role-Play:

Smithfield v. Rudfurd's Home Repairs

Pat Aaron
Three-person small claims mediation between a homeowner and repair company regarding unfinished roof repair
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Social ServicesA Three-Party Exercise

Denise Madigan
Three-party scoreable negotiation among three non-profit social service providers over whether to apply for funding in a consortium of two or three; variation of Three-Party Coalition Exercise
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Solar Power

Georg Berkel
Two-party, one-issue distributive negotiation about the acquisition of a renewable energy firm
Role Simulation
Law / Courts Negotiation Role-Play:

Super Slipster

Matt Smith under the supervision of Robert C. Bordone, with revisions by Michael Moffitt
Two-party personal injury settlement negotiation between the attorney for the injured plaintiff and general counsel for the defendant toy manufacturing company
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Teflex Products

Lawrence Susskind and James Lawrence
Five-party, multi-issue negotiation among representatives of a pharmaceutical company, a medical drug manufacturer, and three consumer organizations over the delayed release of a new drug
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Terminal Lighting Problems

Marjorie Corman Aaron and JAMS/ Endispute
Two-party integrative negotiation between a contractor and an airport client regarding the delayed installation of lighting fixtures
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Theotis Wiley

Jake Erhard, under the supervision of Robert Bordone
Two-party integrative negotiation between agents for a basketball player and a shoe manufacturer over a possible sneaker endorsement deal
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Three-Party Coalition Exercise

Lawrence Susskind
Short three-party scoreable negotiation among representatives of three organizations over the integrative and distributive aspects of a possible 2- or 3-party coalition
Role Simulation
Technology Negotiation Role-Play:

TownCenter.com

Eric Gould and Michelle Easter
Two-party negotiation between a start-up company owner and a marketing firm over the potential sale of an internet domain name
Role Simulation
Organizational Development / Change Negotiation Role-Play:

Trademore Personnel

Lawrence Susskind and Bruce Patton
Three-person, integrative, facilitated negotiation with two department heads and a Human Resources observer/facilitator regarding the possible transfer of an employee from one department to the other
Role Simulation
International Relations Negotiation Role-Play:

Water on the West Bank

Susan Podziba and Lawrence Susskind
Seven-person, four-issue mediation among three Israeli water authority and regional representatives and three Palestinian water authority and political representatives over plans to drill a new well on the West Bank
Role Simulation
International Relations Negotiation Role-Play:

Welding Connection

Marjorie Corman Aaron and Jim Lawrence
Four-person grievance mediation among counsel for a welding company, a union representative, and a discharged employee over the legitimacy of the discharge, which was based on a positive drug test
Role Simulation
International Relations Negotiation Role-Play:

West Wind in Pine Hills

A 2-participant, 2-issue, scorable negotiation between a wind company rep and a rural community rep about a proposed wind turbine project
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Williams Medical Center

Eileen Babbitt and Lawrence Susskind
Five-party negotiation among representatives of pharmacists, physicians, nurses, and administrators to develop recommended changes to the drug prescription policy of a large metropolitan teaching hospital
Role Simulation
Steven Maser
Five- or six-person, multi-issue, facilitated negotiation among federal agency, state government, environmental, and industry representatives over the regulation of woodstove emissions; optional sixth role for industry association counsel

Case Studies & Articles

Stephen Weiss and Sarah Tatrallyay

This case study centers on the most challenging task for a negotiator: to reach a satisfactory agreement with a tough counterpart from a position of low power—and to do so in an uncommon context. The case concerns the executive director of a zoo in the U.S. who seeks two giant pandas, an endangered species, from their only source on the planet: China.

Books

Video and Audio

original
Videos and Audio

Lawrence Susskind and Robert Wilkinson

This brief video simulation provides insights into the challenges surrounding principal agent dynamics and power asymmetry in negotiation.

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