principled negotiation

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Role Simulations

Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Book Contract, The

Two-party, single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising client
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:

GE International Contract

Duncan MacLaren; adapted from The Tendley Contract
Two-party potentially integrative contract negotiation between representatives of a large corporation and a consulting firm over very different expectations of the cost of services
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Kelly Corporation, The

Ron Karp and Bruce Patton
Three-party brief negotiation among a supervisor and two employees who are each asking for a raise
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
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
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 I

Norbert Jacker and Mark Gordon
Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production

Video and Audio

original
Videos and Audio

Morgan Guaranty Trust Company

Realistic video depicting the use of principled negotiation to prepare for and negotiate a bitter business dispute, featuring Getting to YES co-author Roger Fisher

Case Studies & Articles

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