negotiation

You have no items in your cart.

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.

View by:

Role Simulations

Role Simulation
Technology Negotiation Role-Play:

Telecom Services

Beth Doherty under the supervision of Lawrence Susskind
Two-party, two-issue, integrative, scoreable negotiation over the terms of a telecommunications services contract
Role Simulation
Organizational Development / Change Negotiation Role-Play:

Telemachus Technology

Ellen Waxman and George Maxe
Three-party intra-organizational negotiation among mentor, mentee, and mentee's manager regarding an upcoming meeting that touches on diversity, communication, and mentorship issues
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Tendley Contract

Two-party integrative contract negotiation between a computer consultant and a school district representative at an apparent impasse over different expectations over cost of services
Role Simulation
Leah C. Stokes, Lawrence Susskind, and Noelle E. Selin
This mercury game is a role-play simulation aimed at scientists, students and decision makers. Playing the game will help participants explore the consequences of representing scientific uncertainty in various ways in a policy context.
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Theotis Wiley

Jake Erhard, under the supervision of Robert Bordone
Two-party integrative negotiation between agents for a basketball player and a shoe manufacturer over a possible sneaker endorsement deal
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Three-Party Coalition Exercise

Lawrence Susskind
Short three-party scoreable negotiation among representatives of three organizations over the integrative and distributive aspects of a possible 2- or 3-party coalition
Role Simulation
Technology Negotiation Role-Play:

TownCenter.com

Eric Gould and Michelle Easter
Two-party negotiation between a start-up company owner and a marketing firm over the potential sale of an internet domain name
Role Simulation
Organizational Development / Change Negotiation Role-Play:

Trademore Personnel

Lawrence Susskind and Bruce Patton
Three-person, integrative, facilitated negotiation with two department heads and a Human Resources observer/facilitator regarding the possible transfer of an employee from one department to the other
Role Simulation
Family Negotiation Role-Play:

Trask Divorce

Two-party, multi-issue negotiation between lawyers representing a divorcing couple regarding alimony and financial support for a special-needs child; involves ethical issues
Role Simulation
Law / Courts Negotiation Role-Play:

United States v. Dunlop

Dan Vogel, under the supervision of Robert Bordone
Four-person, three-issue, two-round between U.S. prosecutors, an executive charged with securities fraud, and defense counsel over the terms of a possible plea bargain; attorney-client interviews are followed by a plea bargain negotiation
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Viatex

Hal Movius
Two-party negotiation between representatives of Viatex and one of its clients, Brattlebury, involving trade-offs between short and long-term gains as well as dealing with internal stakeholders.
Role Simulation
International Relations Negotiation Role-Play:

Water on the West Bank

Susan Podziba and Lawrence Susskind
Seven-person, four-issue mediation among three Israeli water authority and regional representatives and three Palestinian water authority and political representatives over plans to drill a new well on the West Bank
Role Simulation
International Relations Negotiation Role-Play:

West Wind in Pine Hills

A 2-participant, 2-issue, scorable negotiation between a wind company rep and a rural community rep about a proposed wind turbine project
Role Simulation
Community Dispute Negotiation Role-Play:

WestvilleMediation Strategies in Community Planning

John Forester and David Stitzel
Three-person, three-issue, integrative, scoreable mediation among representatives of a homelessness task force and a neighborhood group, mediated by a planning department representative, over the terms of a proposed homeless shelter in their suburban town
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

What To Do With Hexiglass?

Beth Doherty and Hal Movius
3-player, non-scoreable game designed to teach the benefits of managing communication and trust in the context of a technology negotiation.
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Williams Medical Center

Eileen Babbitt and Lawrence Susskind
Five-party negotiation among representatives of pharmacists, physicians, nurses, and administrators to develop recommended changes to the drug prescription policy of a large metropolitan teaching hospital
Role Simulation
Values-based / Identity-based Dispute Negotiation Role-Play:

Williams v. Northville

Kate Harvey and David Kovick, under the supervision of Lawrence Susskind and Jennifer Brown
5-person, non-scorable mediation between a school principal and a parent (with attorneys) regarding a values-based dispute over classroom discussions and materials addressing same-sex couples and their families
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Win As Much WATER As You Can!

Catherine Ashcraft
Four-person, scoreable, prisoner’s dilemma game where players decide how to handle low water levels in 10 quick rounds; an adaptation of the case “Win As Much As You Can.”
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Wintertime in Winterville

Jonathan Raab, Sarah McKearnan, Jan Martinez, and Michele Ferenz
Four-party negotiation among a federal building manager, the building contracting officer, a local employment agency, and a nonprofit organization regarding the renewal of a janitorial services contract in the context of past service problems
Role Simulation
Steven Maser
Five- or six-person, multi-issue, facilitated negotiation among federal agency, state government, environmental, and industry representatives over the regulation of woodstove emissions; optional sixth role for industry association counsel
Role Simulation
Labor Relations Negotiation Role-Play:

Work Rules Strategy

Kathleen Valley
Two-team iterated scoreable prisoner's dilemma exercise set in a labor/management context
Role Simulation
International Relations Negotiation Role-Play:

World Trade Center Redevelopment Negotiation

Lawrence Susskind, Katherine Harvey, David Kovick, F. Peter Phillips, Marc Wolinsky, Cathy Cronin Harris, and Simeon Baum
Six-person facilitated negotiation among representatives of the city, state, developer, insurer, and victims' families regarding the redevelopment of the World Trade Center site following the Sept. 11, 2001 terrorist attacks

Books

original
Book
Program on Negotiation faculty member and Harvard Business School professor Michael Wheeler brings you a new, next-generation approach to negotiation. Michael Wheeler’s new book, The Art of Negotiation, demonstrates that the best negotiators are adept at managing chaos and uncertainty and rarely trap themselves with rigid plans and entrenched positions. Understanding that negotiation is a process of joint exploration that requires continual learning, adaptation, and social awareness. A master negotiator’s grasp of these concepts gives her the ability to reach agreements where others would face impasse.
Book

Alain Lempereur, Aurelien Colson, & Michele Pekar

original
Book
Trouble at the Watering Hole is a breakthrough book that focuses on the skills of conflict resolution. This fun and educational book builds a foundation for kids to learn ways to constructively resolve problems and to build strong skills that can be used to resolve conflict for the rest of their lives.
original
Book
This volume presents a cross-section of the new thinking at the midpoint of the Rethinking Negotiation Teaching project. It features 28 chapters authored by scholars reflecting on their participation in Hamline-sponsored international negotiation conference.
original
Book

Shafiqul Islam and Lawrence E. Susskind

In this book, the authors show how open and constantly changing water networks can be managed successfully using collaborative adaptive techniques to build informed agreements among disciplinary experts, water users with conflicting interests, and governmental bodies with countervailing claims.
original
Book

Iris Bohnet

A "game-changer" that demonstrates how research is addressing gender bias, improving lives and performance.
original
Book
An edited collection of writings on the topic of ethics in negotiation

Case Studies & Articles

A 27-page handbook designed to introduce high school students to problem-solving, interest-based negotiation

The Great Negotiator Collection

Video and Audio

original
Videos and Audio

Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School

An exploration of the issue of gender in negotiations, featuring interviews with three professional women negotiators

Tags: