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A party’s basic needs, wants, and motivations that are potentially at stake in a negotiation. The measure of success in a negotiation is how well your interests are met. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 69). See Also: 2 Negotiation Role Plays Designed to Build Critical Skills, BATNA: The Danger of Take It or Leave It, Negotiation Case Studies: Lead By Example.

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Books

original
Book

David Lax & James Sebenius

A path-breaking introduction to the "three dimensions" of complex negotiated deal-making: table tactics, deal design, and the crucial but often overlooked dimension of setup
Book
The deeply personal story of a historic time in Chicago, Robert B. McKersie’s A Decisive Decade follows the unfolding action of the Civil Rights Movement as it played out in the Windy City.
original
Book
Winner of the 2000 CPR Award for Excellence in ADR (Outstanding Book Category)
original
Book
Winner of the 2002 CPR Award for Excellence in ADR (Outstanding Book Category)
original
Book

Hal Movius and Lawrence Susskind

A prescriptive, tools-driven model for aligning organizational structures, processes and culture with negotiation goals, in order to transform organizational negotiation capabilities into a competitive advantage
original
Book

Lawrence Susskind, Sarah McKearnan & Jennifer Thomas-Larmer

Winner of the 1999 CPR Award for Excellence in ADR (Outstanding Book Category)

Role Simulations

Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

67 Fish Pond Lane

Elizabeth Gray, Mark Gordon and Bruce Patton
Two-party distributive and potentially integrative negotiation between principals over the sale of a house
Role Simulation
International Relations Negotiation Role-Play:

Abraham Path: A Thousand Miles on Foot

Stefan Szepesi
This six-party, multi-issue, non-scorable negotiation is between the Abraham Path Initiative (API) and local counterpart organizations in the Middle East over an attempt to agree on a public 1,000 mile cross-border trail through the region.
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Ad Sales, Inc.

Lawrence Susskind
Six-party, multi-issue contract negotiation between management and union members of a publishing firm
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Aerospace InvestmentBalancing Venture and Relationship Capital

Nicholas Sabin
Two-party term sheet negotiation between a venture capitalist and the founder of an aerospace start-up company in which participants are scored both on their substantive performance and on the other party's perception of the relationship
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Alplaus Supply Company

Duncan MacLaren
Two-party negotiation between a company field representative and a large corporate customer over a possible product return
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Appleton vs. Baker

Lawrence Susskind
Two-party, single-issue distributive negotiation between principals regarding a potential real estate sale
Role Simulation
Labor Relations Negotiation Role-Play:

Axis Affair

Anita Ramasastry and Erin Monaghan
Two-party negotiation between attorneys for a male executive and a recently terminated female employee regarding allegations of sexual harassment and gender discrimination
Role Simulation
Law / Courts Negotiation Role-Play:

Baker & Irwin v. Department of Human Services

Bruce Deming
Two-party negotiation between attorneys for a state agency and a gay advocacy group regarding a state policy that led to the removal of two foster children from the home of a gay couple
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Bakra Beverage

Dan Vogel, under the supervision of Robert Bordone and Gillien Todd
Role Simulation
Cross-Cultural Negotiation Role-Play:

Bamara Border Dispute

Michael D. Landry
Two-team, multi-issue negotiation between representatives of two fictional countries regarding a disputed border and a military stand-off
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Bankruptcy Multiparty Negotiation Simulation

James Emerson with Ben Longoria, under the supervision of Professors Robert Mnookin and Lawrence Susskind
This exercise is a six-party simulation of multiparty negotiations in a bankruptcy (reorganization) and mass torts context.
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Bentley Convertible

Roger Fisher and Bruce Patton
Two-party distributive negotiation over the sale of a rare automobile
Role Simulation
Cross-Cultural Negotiation Role-Play:

Big Pipeline in Swagwit

Kelly Davenport, Pat Field and Lawrence Susskind
Two-party, two-issue integrative negotiation between representatives of a construction company and a Native American group regarding allocation of construction jobs
Role Simulation
Community Dispute Negotiation Role-Play:

Billboards in Wyethville

Kelly Davenport and Lawrence Susskind
Six-party negotiation among business, municipal, and environmental representatives regarding a potential ban on billboard advertising
Role Simulation
Consumer Dispute Negotiation Role-Play:

Blender, The

Bruce Patton
Two-party, single-issue negotiation between a customer and a department store clerk about the return of a defective blender
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

BMP Policy Meeting

Paddy Moore, Hal Movius, and Lawrence Susskind
Five-party, four-issue internal negotiation among employees of a major engine manufacturer to agree on procurement guidelines in preparation for external negotiations with suppliers
Role Simulation
Labor Relations Negotiation Role-Play:

Brachton Collective Bargaining Exercise

Two-team, multi-issue employment contract negotiation between three teachers' union representatives and three school committee representatives; includes internal team meetings before external negotiations
Role Simulation
Two-party, single-issue distributive negotiation over a linkage payment that a developer must make to a city government; includes ethical issues
Role Simulation
Mediation Role-Play:

Broken Benches

Author(s): Marjorie Corman Aaron and JAMS/Endispute
Four-person mediation and/or arbitration of a personal injury claim, among plaintiff, plaintiff's lawyer, and counsel for defendant's insurance company; arbitrator roles include possible plaintiff or defense bias
Role Simulation
International Relations Negotiation Role-Play:

Building Bridges A High School Curriculum on Negotiation

A high school curriculum on resolving differences through negotiation
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Bullard Houses

Ron Karp, David Gold and Mox Tan
Two-party, multi-issue real estate negotiation between representatives for a buyer and seller, where BATNAs are important
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Bunyon Brothers

Mark Gordon, Elizabeth Gray, and Bruce Patton
Three-party, multi-issue internal corporate negotiation in preparation for external negotiation with community representatives
Role Simulation
Media / Communications Negotiation Role-Play:

Camilia Pictures

Robyn Cali and Robert C. Bordone
Two-party, multi-issue, potentially integrative settlement negotiation between lawyers for a large entertainment conglomerate and its wholly-owned film production company over the rights to a new documentary film and the clients' future relationship
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
Regulation Negotiation Role-Play:

Carson Extension

Holly Goo and Lawrence Susskind
Six-party, three-issue negotiation among a landowner and representatives of an engineering firm, U.S. Army Corps of Engineers, town council, and environmental interests over cost and timing of removal of an unauthorized extension of property into a river
Role Simulation
Public Dispute Negotiation Role-Play:

Carson Extension - Mediated Version

Holly Goo and Lawrence Susskind
Seven-person, three-issue mediation among a landowner and representatives of an engineering firm, U.S. Army Corps of Engineers, town council, and environmental interests over cost and timing of removal of an unauthorized extension of property into a river
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
Corporate Decision-Making Negotiation Role-Play:

Case of the Puerile Printer

Albie Davis and Ericka Gray
Six-party mediation with employees, employer, and legal counsel over the contested result of a sexual harassment grievance procedure
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Casino

Sheila Heen, Scott Peppet and John Richardson
Two-party intra-organizational discussion between a newly-promoted manager and her division vice-president over work performance, responsibility for a new computer game project, and office environment issues
Role Simulation
Public Dispute Negotiation Role-Play:

Chestnut Drive

Bruce Patton and Mark Gordon
Six-party, multi-issue, intra-group negotiation among neighbors in preparation for an external negotiation regarding a local construction project
Role Simulation
Community Dispute Negotiation Role-Play:

Chestnut Village

Thomas Wiegand
Multi-party, multi-issue negotiation between 3-4 construction company representatives and 5-6 neighborhood representatives over safety and nuisance complaints regarding a local construction project; internal team meetings precede external negotiations
Role Simulation
Seven-person, multi-issue facilitated negotiation among local government, community, business, and environmental representatives trying to reach agreement on a strategy for managing climate change risks in a small, beachfront community.
Role Simulation
Seven-person, multi-issue facilitated negotiation among local government, community, business, and environmental representatives trying to reach agreement on a strategy for managing climate change risks in a medium-sized coastal community
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
Ethics Negotiation Role-Play:

Commonwealth v. McGorty

Robert C. Bordone and Jeremy McClane
Four-person integrative plea bargain negotiation between two prosecutors, a public defender, and an alleged assailant
Role Simulation
Global Treaty-Making Negotiation Role-Play:

Computer Waste Policy Simulation

Lawrence Susskind
Ten-party, multi-issue chaired policy dialogue among government, environmental, and industry representatives in the fictional nation of Sweland over reform of the country's waste policies, in effort to gain membership in the "European Trade Area"
Role Simulation
Education Negotiation Role-Play:

Conference with a Professor

Bruce Patton
Two-party short awareness-building exercise in which student and professor meeting regarding problems arising from a borrowed manuscript and the student's research aspirations
Role Simulation
Community Dispute Negotiation Role-Play:

Construction in Bunyonville

Bruce Patton
Six-person, multi-issue mediation between two construction company representatives and two neighborhood residents over a construction project's safety and noise issues; mediated by two representatives of the bank financing the construction
Role Simulation
Technology Negotiation Role-Play:

Consultant, The

Two-party, multi-issue negotiation in which the parties are at an apparent impasse: the most one party can pay is substantially less than the least the other party can accept.
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Contract Negotiations in the Building Trades

Lawrence Susskind
Nine-party, multi-issue contract negotiation among three coalitions involved in the building trades; includes internal coalition meetings before the external negotiations

Case Studies & Articles

The Great Negotiator Collection

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