David Lax & James SebeniusA 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
Howard RaiffaWinner of the 1985 Leo Melamed Prize of the Journal of Business for the most significant published work by a faculty member in a school of business in the preceding two years.
Hal Movius and Lawrence SusskindA 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
Douglas Stone, Bruce Patton, and Sheila HeenThis 10th-anniversary edition bestseller provides a step-by-step approach to having those tough conversations with less stress and more success. Updated to include a fascinating chapter: "Answers to Ten Questions People Ask".
Lawrence Susskind & Saleem Ali
Roger Fisher, William Ury, and Bruce PattonA straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting angry.
William UrySelected by TIME as one of the best negotiation books of 2015
Jeswald SalacuseSelected by TIME as one of the best negotiation books of 2015
Lawrence SusskindWin at win-win negotiating! Find trades that create much more value than either you or your opponent thought possible while satisfying the interests of your back table - the people to whom you report.
Ethics Negotiation Role-Play:
The Consensus Building InstituteSix-party nonscorable negotiation among nonprofit, business, and community representatives regarding the most appropriate methods for fund raising and distributions
Cross-Cultural Negotiation Role-Play:
Taline Aharonian and Agieszka KlichComplex 13-party, two-team facilitated negotiation between private citizens from both sides of an actual long-term ethnic conflict
James Emerson with Ben Longoria, under the supervision of Professors Robert Mnookin and Lawrence SusskindThis exercise is a six-party simulation of multiparty negotiations in a bankruptcy (reorganization) and mass torts context. The simulation represents a ...
Regulation Negotiation Role-Play:
Catherine Preston and Lawrence SusskindFive-issue negotiation between three factory representatives and three Federal Environmental Agency representatives over the factory's new operational agreement, in the context of harsh public criticism of both parties
Public Dispute Negotiation Role-Play:
Community Dispute Negotiation Role-Play:
Connie OzawaMulti-party, multi-issue facilitated negotiation for five or six players representing civic and business leaders and owner of a senior center regarding the expansion of other groups' use of the center
Wendy Pabich and Lawrence SusskindSix-person, five-issue negotiation between three industrial factory representatives and three environmental agency representatives over environmental and economic concerns in the wake of damaging negative publicity for both parties
Bruce PattonSix-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
Ron Karp and Bruce PattonThree-person distributive exercise consisting of two separate two-party negotiations between the representative of an estate and two separate coin dealers over the price of a silver coin collection large enough to affect the silver market
Public Dispute Negotiation Role-Play:
John ForesterTwo-party, three-issue, scoreable negotiation between a developer and a city planner over the design, process, and affordability of a proposed housing development
Jeffrey Litwak and Lawrence SusskindSix-person, multi-issue facilitated negotiation among industry, environmental, consumer/community, labor, and government representatives to develop single-text regulation of toxic industrial by-product
Tracy Dyke, under the direction of Lawrence Susskind and Susan PodzibaSeven-person, non-scoreable, facilitated negotiation among planners, regulators and activists regarding the cleanup and redevelopment of environmentally contaminated property
Consumer Dispute Negotiation Role-Play:
Bruce Patton (adapted by Sheila Heen)Four-party, two-stage negotiation between an auto mechanic and a client and their respective attorneys over a disputed repair bill; first stage involves lawyer-client interviews and second stage involves negotiation
Climate Change Negotiation Role-Play:
Sarah Hammitt and Jessica Artiles under the direction of Professor Lawrence SusskindAn eight-party, environmentally-focused role-play simulation, Flooding deals with an investment firm that is in the final stages of a multi-year planning process for a large, riverside mixed-use development. FEMA recently updated Evantown’s Flood Insurance Rate Map and the development falls within the 100-year floodplain. In addition, a study by the local university concludes that altered precipitation patterns brought on by climate change will put more and more properties at risk of flooding in the future. Should the firm be allowed to go through with the development? How and to what extent should Evantown take measures to protect itself against flood risks? Who is responsible for paying for whatever adaptation measures are used to protect vulnerable areas?
Candace Modlin and Robert C. BordoneTwo-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
Video and Audio
Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School
"Caitlin's Challenge" is a short case recounting Caitlin Elliot's history at a company called Microenterprises Incorporated and her negotiation with its CEO, George Baker, about a promotion and a bonus. The case is good for discussion about what makes negotiating for oneself in an organization more difficult than negotiating on behalf of others. The video can be analyzed using a moves and turns framework and it ideal for management and leadership courses in addition to negotiation and conflict resolution courses.