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Translation of BATNA into a value at the table or the amount at which you are indifferent between reaching a deal and walking away to your BATNA. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 19). See Also: How Negotiation Games Can Help You Develop Skills to Resolve Business and Commercial Disputes, Negotiations in the Telecommunications Industry,

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Role Simulations

Role Simulation
Law / Courts Negotiation Role-Play:

Super Slipster

Matt Smith under the supervision of Robert C. Bordone, with revisions by Michael Moffitt
Two-party personal injury settlement negotiation between the attorney for the injured plaintiff and general counsel for the defendant toy manufacturing company
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
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

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