negotiation

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A bargaining process through which parties attempt to forge an agreement to resolve disputes, establish a business contract, purchase a new home, or conclude a peace treaty. The Program on Negotiation’s founder Roger Fisher pioneered integrative negotiations and his book Getting to Yes is a foundational work in the field of negotiation, alternative dispute resolution, and international and domestic conflict resolution. Integrative negotiations differ from distributive negotiations in that each side seeks to create an agreement that is a win-win for both parties rather than fighting over a fixed-pie of resources. See also, Expanding the Pie – Integrative Bargaining versus Distributive Bargaining.

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Role Simulations

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:

Negotiated Rulemaking for Electric Utilities

Jonathan Raab and Lavinia Hall
Five-person facilitated negotiation among environmental, industry, public utility, and government representatives to revise a proposed rule incorporating environmental costs into electric utility rates
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
Community Dispute Negotiation Role-Play:

Neighborhood Care, Inc.

Lawrence Susskind and Bruce Patton
Two-party negotiation or mediation between church and neighborhood representatives over the possible use of church facilities for services for the mentally challenged
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
Roger Fisher
Two-team, scoreable, multiple round, "prisoner's dilemma"-style negotiation between representatives of two countries over the monthly price for barrels of oil.
Role Simulation
Chris Jost, under the direction of David Fairman
Six-party negotiation among Hutu and Tutsi villagers regarding competing land claims and local authority issues in the wake of the Rwandan genocide
Role Simulation
International Relations Negotiation Role-Play:

Open Lands A Private Planning Negotiation

Patrick Field, Ric Richardson, and John Harrison
Eight-person facilitated negotiation among seven landowners to develop voluntary private land-use plan to provide financial security while preserving open space and agricultural land
Role Simulation
Role Simulation
Ericka Gray
Three-party, multi-issue international trade negotiation among three culturally different countries over which of two countries will export rice to the third; inculdes coalition and ongoing relationship issues
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
International Relations Negotiation Role-Play:

Parking Spaces for Super Computer

Consensus Building Institute, Inc.
Two-party, two-issue scoreable negotiation between an office building owner and commercial tenant over the terms of a lease for parking spaces

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

original
Book

Deborah Kolb & Jessica Porter

Selected by TIME as one of the best negotiation books of 2015, Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work.
original
Book

Jeswald Salacuse

Arguing that life is really a series of negotiations, deal making, and diplomacy, Salacuse gives readers the tools to make the most of any situation.
original
Book
Winner of the 2003 CPR Award for Excellence in ADR (Outstanding Book Category)
original
Book

Deepak Malhotra & Max Bazerman

Clear and methodical advice for preparing for and executing any negotiation, drawing on decades of behavioral research and the experience of thousands of business clients - Co-winner of the 2008 CPR Award for Excellence in ADR (Outstanding Book Category)

Video and Audio

original
Videos and Audio

The Program on Negotiation

An unscripted video showing two different pairs of real estate professionals negotiating the terms of a commercial lease
original
Videos and Audio

Professor Michael Wheeler

An unscripted video showing an experienced negotiation professor teaching a complete class session through role simulation debrief, video, and discussion, interspersed with instructor commentary
original
Videos and Audio

Lawrence Susskind and Melissa Manwaring

An unscripted video showing an experienced negotiation professor teaching an executive education session through the running and debriefing of the Teflex Products role simulation, interspersed with instructor commentary
original
Videos and Audio

Sheila Heen and Melissa Manwaring

An unscripted video showing an experienced negotiation instructor running and debriefing the "Oil Pricing" exercise, interspersed with excerpts from a post-workshop interview with the instructor

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