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As one of the "seven elements," relationship refers to the relationship a negotiator has or wants with other parties. This may include his or her relationship both with those across the table and with anyone else who might affect the negotiation or be affected by the negotiator’s reputation. The conduct and outcome of a negotiation have the potential to either damage or strengthen a relationship. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 282). See Also: Dealmaking – Relationship Rules and Business Negotiations, Negotiation Skills: Which Negotiating Style is Best?, Negotiation Games for the New Academic Year.

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Books

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William Ury

Selected by TIME as one of the best negotiation books of 2015
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Lawrence Susskind

Win 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.
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Winner, National Institute for Advanced Conflict Resolution's 2005 Book Award - A cutting-edge, comprehensive, inter-disciplinary resource regarding the nature of disputes and the range of dispute resolution processes
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Gary Friedman

Designed to help people who work with parties in conflict use their inner experiences for the benefit of their clients, this book challenges many of the conventions conflict-resolution professionals bring to this field. Rooted in self-awareness, this practical guide encourages us to work from the "inside out".
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Selected by the Toronto Globe & Mail as one of the Top Ten Business Books of 2006
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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.
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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)
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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)
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From the coauthor of Getting to YES, a simple yet powerful three-step method for saying No firmly and effectively, without destroying relationships
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Jeswald Salacuse examines the role of negotiation in gaining, exercising, and retaining leadership within organizations, and instructs readers on the way to use negotiation to lead effectively.
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This call to action for families, business, labor, and government outlines ways in which we can empower working families to earn a good living by doing satisfying work while still having time for family and community life

Role Simulations

Role Simulation
Michael Maturo, Kate Mahoney, Francisco Ingouville and Anthony Wanis St. John, under the direction of David Fairman
Six-person mediated negotiation among representatives of the Guatemalan government, military, rebel groups, indigenous people, and U.S. government to address post-armed-conflict human rights, land claims, and cultural and political rights issues
Role Simulation
Joel Cutcher-Gershenfeld, Dale Bricker and Lawrence Poe
Two-team, six-issue negotiation between three teachers' union representatives and three school district representatives over a meeting agenda and a proposed wellness program, among other issues
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Hopkins HMO

Janet Martinez
Three-party, multi-issue contract negotiation among representatives for an HMO and two pharmaceutical companies over the purchase of a new antidepressant drug
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Hopkins Hospital

Janet Martinez
Role Simulation
Public Dispute Negotiation Role-Play:

HumboldtMediating a Regional Development Dispute

Lawrence Susskind
Eight-person, multi-issue mediation among regional government, environmental, development, and business interests regarding environmental and economic tradeoffs and ethical issues in the development of a manufacturing plant
Role Simulation
Environment and Sustainability Negotiation Role-Play:

Jefferson Hazardous Waste Negotiation

Vicki Arroyo and Lawrence Susskind
Eight-party, five-issue negotiation among community, environmental, business, and government interests over the formulation of a statewide hazardous waste siting policy
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Jerry

Ron Karp and Bruce Patton
Two-party conversation between an employee and his supervisor regarding the employee's recent poor job performance and potential termination
Role Simulation
James Lawrence
Five- or six-person mediation between manufacturing company management and a former employee (and their respective counsel) regarding the employee's departure amid allegations of sexual harassment; optional extra role for manager accused of harassment
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
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
Mediation Role-Play:

Little v. Jenks

Karen Falkenstein Green
Two-party small-claims settlement mediation between two former friends over the sale of a problematic used car
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:

Monroe Energy Assistance Game I

Allan Morgan and Lawrence Susskind
Six-party, four-issue negotiation among representatives of consumer groups, political leaders, and public utilities to develop a statewide energy assistance plan for low-income residents
Role Simulation
International Relations Negotiation Role-Play:

Monroe Energy Assistance Game II

Jeffrey B. Litwak and Lawrence Susskind
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Multimode, Inc.

Lawrence Susskind
Two-party intra-organization negotiation between a company's financial and human resources officers regarding the amount of a budget increase
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
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:

Office Imbroglio

Marjorie Corman-Aaron and JAMS/ Endispute
A two-party negotiation (or optional mediation) between a manager and employee regarding the employee's decline in job performance
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
Mieke van der Wansem, Tracy Dyke and Lawrence Susskind
Thirteen-person, multi-issue, two-round, partially scoreable negotiation among government, industry, environmental, and farming stakeholders to develop a land-use plan (Part I) and among additional government stakeholders over plan approval (Part II)

Video and Audio

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Videos and Audio

Robert H. Mnookin and Susan Hackley

An illustration of interviewing and listening techniques appropriate for lawyer-client interviews, featuring Harvard Law School Professor Robert Mnookin
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Videos and Audio

Marjorie Corman Aaron and Dwight Golann

An unscripted, realistic demonstration of the mediation of a commercial legal dispute
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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

Case Studies & Articles

Wayne H. Davis, based on an idea by Debby Lanstaff

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.

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