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Role Simulations

Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Cape Development Case

Two-party real estate negotiation between a developer and a representative of the owner of a parcel surrounded by the developer's land, over the future of both parcels
Role Simulation
Family Negotiation Role-Play:

Carter Estate Problem, The

Mark Drooks, Andrew Tavel, Kenneth Hyatt, Mark Gordon, and Bruce Patton
Two-party, multi-issue integrative negotiation between brothers over the settlement of their father's estate
Role Simulation
International Relations Negotiation Role-Play:

Collective Bargaining at Central Division

Lawrence Susskind, Charles Hecksher, and Elaine Landry
Two-team, multi-issue collective bargaining contract negotiation between three union representatives and three management representatives for a telephone company; includes an internal team meeting before external negotiations
Role Simulation
Organizational Development / Change Negotiation Role-Play:

Colortek Job

Deborah Kolb
Two-party, multi-issue integrative negotiation between a corporate VP and a prospective employee over salary and other terms of hire
Role Simulation
Pat Aaron
Three-person mediated small-claims dispute between a dry cleaning business and a customer over compensation for torn shirts
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Discount Marketplace and Hawkins Development

Lawrence Bacow
Two-party negotiation between a shopping center developer and a prospective anchor tenant over the terms of the proposed lease's "use, assignment, and subletting" clause
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Fresh Air

Candace Modlin and Robert C. Bordone
Two-party or two-team, multi-issue, integrative/distributive negotiation between representatives of a new low-cost airline and a potential headquarters city over an incentives package and airport facilities
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

GE International Contract

Duncan MacLaren; adapted from The Tendley Contract
Two-party potentially integrative contract negotiation between representatives of a large corporation and a consulting firm over very different expectations of the cost of services
Role Simulation
Jennie Hatch under the supervision of Lawrence Susskind
Six-party, multi-issue negotiation focused on issues of public engagement in hydropower-based energy development
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Leaves Before the Fall

James K.L. Lawrence
Lawyers negotiate terms of an employer/employee dispute. The primary characteristic of the Leaves Before the Fall simulation is that the facts set out in each representative’s “confidential instructions” are the same – identical in every respect.
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
Business and Commercial Dispute Negotiation Role-Play:

Sally Soprano I

Norbert Jacker and Mark Gordon
Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production
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
Labor Relations Negotiation Role-Play:

Termination Tempest

Marjorie Corman Aaron
Four-person, two-team settlement negotiation between a terminated employee and counsel, and the former employer and counsel, regarding possible settlement of an age discrimination lawsuit

Books

original
Book
Winner of the 1991 CPR Award for Excellence in ADR (Outstanding Book Category)

Video and Audio

original
Videos and Audio

Gary J. Friedman, Jack Himmelstein, and Robert H. Mnookin

A mediation training video illustrating the non-caucus "Mediation through Understanding" model

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