external negotiations

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Role Simulations

Role Simulation
Cross-Cultural Negotiation Role-Play:

Canada-China Panda Acquisition Negotiation

Stephen Weiss
Two-team (6 person), multi-issue contract negotiation between Canadian zoo CEOs and representatives of Chinese organization responsible for giant panda loans
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
Business and Commercial Dispute Negotiation Role-Play:

Flagship Airways

Paddy Moore, Hal Movius and Lawrence Susskind
Six-person, four-issue negotiation between three representatives of an industrial manufacturer and three representatives of its primary client over restructuring of an existing purchase agreement
Role Simulation
Catherine Preston and Lawrence Susskind
Twelve-person, two-round negotiation between six foundation board members and six school board and community leaders over efforts to address racial disparities in academic performance; internal negotiations precede external
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
Role Simulation
International Relations Negotiation Role-Play:

Multisumma

Patricia Moore and Hal Movius with Lawrence Susskind
Six-party, four-issue negotiation among representatives of several international aircraft companies over the terms of a potential long-term partnership
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:

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

Books

original
Book
An edited version of three lectures on negotiation analysis by Professor Howard Raiffa

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