to create value

You have no items in your cart.

View by:

Books

original
Book

David Lax & James Sebenius

A path-breaking introduction to the "three dimensions" of complex negotiated deal-making: table tactics, deal design, and the crucial but often overlooked dimension of setup

Video and Audio

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
original
Videos and Audio

Professor Michael Wheeler

An unscripted video showing an experienced negotiation professor teaching a complete class session through role simulation debrief, video, and discussion, interspersed with instructor commentary

Role Simulations

Role Simulation
Family Negotiation Role-Play:

Stakes of Engagement, The

Nicholas Sabin
Two-party, multi-issue, scoreable negotiation regarding a prenuptial agreement, calling for a balance of substantive and relationship concerns
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Viatex

Hal Movius
Two-party negotiation between representatives of Viatex and one of its clients, Brattlebury, involving trade-offs between short and long-term gains as well as dealing with internal stakeholders.

Tags: