The persuasive moves you make and the back-and-forth process you choose for dealing directly with the other side, at the table. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 2). <b>See Also:</b> <a href="http://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-skills-tips-dealing-with-deception-at-the-bargaining-table/"> Negotiation Skills Tips: Dealing with Deception at the Bargaining Table</a>, <a href="http://www.pon.harvard.edu/daily/batna/is-negotiation-without-a-batna-possible/">Is Negotiation Without a BATNA Possible?</a>, <a href="http://www.pon.harvard.edu/daily/conflict-management/conflict-management-techniques-should-you-take-your-dispute-public/"> Conflict Management Techniques: Should You Take Your Dispute Public?</a>, <a href="http://www.pon.harvard.edu/daily/mediation/resolve-employee-conflicts-with-mediation-techniques/"> Resolve Employee Conflicts with Mediation Techniques</a>.
Blind Spots examines the ways we overestimate our ability to do what is right and how we act unethically without meaning to. This book suggests innovative individual and group tactics for improving human judgment.
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)
Multi-party, multi-issue negotiation between 3-4 construction company representatives and 5-6 neighborhood representatives over safety and nuisance complaints regarding a local construction project; internal team meetings precede external negotiations
Three-person distributive exercise consisting of two separate two-party negotiations between the representative of an estate and two separate coin dealers over the price of a silver coin collection large enough to affect the silver market
Six-party negotiation among lending institution representatives, community leaders, a contractors' association, and the mayor's office to develop a public relations strategy and solutions to a foreclosure crisis caused by a widespread mortgage scam
Health / Medicine / Pharmaceutical Negotiation Role-Play:
Tod Loofbourrow, Lawrence Susskind, Denise Madigan and Wendy Rundle
Seven-party, multi-issue, scoreable negotiation among regulatory, environmental, tribal, local government, and industry representatives to choose criteria for selecting a low-level radioactive waste disposal site
Environment and Sustainability Negotiation Role-Play:
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
Prof. Susskind’s Top 5 Environmental Negotiation Teaching Materials
From time to time, the Teaching Negotiation Resource Center asks PON-affiliated faculty to nominate their top five books, top five teaching videos or top five role-play simulations in certain fields or teaching settings. These change periodically.