teaching negotiation resource center

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Role Simulations

Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Casino

Sheila Heen, Scott Peppet and John Richardson
Two-party intra-organizational discussion between a newly-promoted manager and her division vice-president over work performance, responsibility for a new computer game project, and office environment issues

Books

original
Book

William Ury

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

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
original
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
Videos and Audio

Charles Doran

Video featuring an actual landlord-tenant small claims mediation
Videos and Audio

Marjorie Corman Aaron and Dwight Golann

An unscripted, realistic demonstration of the mediation of an employment dispute
original
Videos and Audio

Sheila Heen and Melissa Manwaring

An unscripted video showing an experienced negotiation instructor running and debriefing the "Oil Pricing" exercise, interspersed with excerpts from a post-workshop interview with the instructor
original
Videos and Audio

Lawrence Susskind and Robert Wilkinson

This brief video simulation provides insights into the challenges surrounding principal agent dynamics and power asymmetry in negotiation.
original
Videos and Audio

Lawrence Susskind

A group of legal, business, and dispute resolution professionals negotiate a six-person, facilitated role simulation regarding the reconstruction of the World Trade Center site in New York City, following the 9/11/2001 terrorist attacks

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