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Role Simulations

Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Law Library, The

John Palenberg, Elizabeth Gray, Deborah Winter, and Wayne Davis
Two-party negotiation between representatives of two law firms over the sale of a collection of law books
Role Simulation
Labor Relations Negotiation Role-Play:

MAPO – Administration Negotiation

Mark Gordon, Elizabeth Gray, Tim Rieser, and Lynn Gerber
Two-team, multi-issue collective bargaining negotiation between three police union representatives and three municipal representatives over police salaries, benefits, and working conditions
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

MedLeeIn Pursuit of a Healthy Joint Venture

Candace Lun and Jeswald W. Salacuse
Two-party, four-issue negotiation between representatives of two companies with different national and corporate cultures regarding a possible joint venture
Role Simulation
International Relations Negotiation Role-Play:

Meridia and Petrocentram

Abram Chayes and Antonia Handler Chayes
Two-party, four-issue negotiation between representatives of a Central American country and an international petroleum corporation over the terms of an offshore drilling project
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:

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
Business and Commercial Dispute Negotiation Role-Play:

PowerScreen Problem

Bruce Patton, Mark Gordon and Andrew Clarkson
Two-party integrative negotiation between the lawyers for business partners concerning the ownership of a new computer program one of them has developed
Role Simulation
High School / Young Adult Negotiation Role-Play:

Probation Games

Lawrence Susskind and Susan Podziba
A set of three simulations developed for and used in training court probation officers in negotiation techniques.
Role Simulation
Environment and Sustainability Negotiation Role-Play:

Radwaste II

Tod Loofbourrow, Lawrence Susskind, Denise Madigan and Wendy Rundle
Six-party, multi-issue negotiation among state and local government, enviromental, and industry representatives to select one of three sites for low-level radioactive waste disposal
Role Simulation
Labor Relations Negotiation Role-Play:

Salary Negotiation

Aleza Spalter
Two-party negotiation between a supervisor and employee over a possible salary raise in the context of mixed job performance
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Sally Soprano II

Wayne Davis, Mark N. Gordon and Bruce Patton
Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production, under conditions of full disclosure.
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
Role Simulation
International Relations Negotiation Role-Play:

St. Francis Hospital and the Managed Medical Model

Patricia Moore and Lawrence Susskind
Five-party, four-issue negotiation among representatives for a financially struggling hospital's administrators, doctors, and nurses over budget priorities and expanded application of the managed medical model
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Technology Equipment Partners

Tracey Brenner, under the supervision of Lawrence Susskind
Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing agreement
Role Simulation
William Ury, Ibrahim Ibrahim and Roger Fisher
Three-team, multi-issue mediation involving two or more representatives each of the country of Tulia, the country of Ibad, and the Organization of African Unity (O.A.U.) regarding a cease-fire between the two warring countries

Books

original
Book
An edited version of three lectures on negotiation analysis by Professor Howard Raiffa
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
A practical explanation of how to transition from a deal-maker mentality (focusing on making the agreement) to an implementation mindset (ensuring the deal generates value for your company after the ink on the contract has dried)
original
Book
From the coauthor of Getting to YES, a simple yet powerful three-step method for saying No firmly and effectively, without destroying relationships
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
An edited collection of writings on the topic of ethics in negotiation

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.
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

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

Jeswald W. Salacuse

A short dramatized problem regarding a dispute between two corporate officers over the best way to improve company profitability
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

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