Trust

You have no items in your cart.

Firm reliance on the integrity, ability, or character of a person or thing. <b>See Also:</b> <a href="http://www.pon.harvard.edu/daily/dealmaking-daily/relationship-rules-and-business-negotiations/"> Relationship Rules and Business Negotiations</a>, <a href="http://www.pon.harvard.edu/daily/dealmaking-daily/dealmaking-dont-wait-for-them-to-blink/"> Dealmaking: Don’t Wait for Them to Blink</a>, <a href="http://www.pon.harvard.edu/daily/international-negotiation-daily/isis-international-negotiation-and-a-refusal-to-communicate/"> ISIS, International Negotiation, and a Refusal to Communicate</a>.

View by:

Role Simulations

Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Akron Steel

Allison Berland
A non-team, multi-issue, non-scorable exercise that gives participants an opportunity to map a conflict at the workplace.
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Ancolet Corp. v. Elson Realty Trust

JAMS/Endispute
Role Simulation
International Relations Negotiation Role-Play:

Arms Control on Cobia

P. Terrance Hopmann
Multi-issue arms control negotiation among representatives of eight fictional countries
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

BMP Policy Meeting

Paddy Moore, Hal Movius, and Lawrence Susskind
Five-party, four-issue internal negotiation among employees of a major engine manufacturer to agree on procurement guidelines in preparation for external negotiations with suppliers
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Book Contract, The

Two-party, single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising client
Role Simulation
Seven-person, multi-issue facilitated negotiation among local government, community, business, and environmental representatives trying to reach agreement on a strategy for managing climate change risks in a small, beachfront community.
Role Simulation
Lawrence Susskind, Charles Hecksher, and Elaine Landry
Two-team, multi-issue collective bargaining contract negotiation between three union representatives and three management representatives for a telephone company; includes an internal team meeting before external negotiations
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Contract Negotiations in the Building Trades

Lawrence Susskind
Nine-party, multi-issue contract negotiation among three coalitions involved in the building trades; includes internal coalition meetings before the external negotiations
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Discount Marketplace and Hawkins Development

Lawrence Bacow
Two-party negotiation between a shopping center developer and a prospective anchor tenant over the terms of the proposed lease's "use, assignment, and subletting" clause
Role Simulation
Environment and Sustainability Negotiation Role-Play:

East Falls Brownfields

Tracy Dyke, under the direction of Lawrence Susskind and Susan Podziba
Seven-person, non-scoreable, facilitated negotiation among planners, regulators and activists regarding the cleanup and redevelopment of environmentally contaminated property
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Flagship Airways

Paddy Moore, Hal Movius and Lawrence Susskind
Six-person, four-issue negotiation between three representatives of an industrial manufacturer and three representatives of its primary client over restructuring of an existing purchase agreement
Role Simulation
Imam Soliman, under the direction of David Fairman
Seven-person, multi-issue facilitated negotiation among Israeli and Palestinian leaders in the West Bank city of Hebron to discuss land claims, security, and border control
Role Simulation
International Relations Negotiation Role-Play:

MC Metals

Dan Delisi, under the supervision of Lawrence Susskind and Paul Levy
Six-person integrative negotiation among representatives of manufacturing company, occupational safety agency, union, local fire department, and local technical expert to settle claims of safety violations that allegedly caused two employee deaths
Role Simulation
Roger Fisher
Two-team, scoreable, multiple round, "prisoner's dilemma"-style negotiation between representatives of two countries over the monthly price for barrels of oil.
Role Simulation
International Relations Negotiation Role-Play:

Open Lands A Private Planning Negotiation

Patrick Field, Ric Richardson, and John Harrison
Eight-person facilitated negotiation among seven landowners to develop voluntary private land-use plan to provide financial security while preserving open space and agricultural land
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Parker-Gibson

Two-party, single-issue distributive negotiation between two neighbors regarding the potential sale of a vacant lot; refinement of Appleton-Baker
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Pepulator Pricing Exercise

Mark Drooks and Mark Gordon
Two-team, scoreable, multiple round, "prisoner's dilemma"-style negotiation between representatives of two companies over the monthly price for fictional products called "pepulators"
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)
Role Simulation
Consumer Dispute Negotiation Role-Play:

Rosenberg v. Lincoln Landscaping

Pat Aaron
Three-person small claims mediation between a landscaping company and its client over a disputed bill and quality of service
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Sally Soprano I

Norbert Jacker and Mark Gordon
Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production
Role Simulation
International Relations Negotiation Role-Play:

Ship Bumping Case

Andrew Clarkson
Two-party international negotiation between Russian and U.S. negotiators over a naval incident; teams internally prepare instructions for a representative not involved in the preparation
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
Education Negotiation Role-Play:

Student Paper

Bruce Patton
Simple two-party awareness-building negotiation between a student and a professor regarding an assignment submitted after the deadline
Role Simulation
Law / Courts Negotiation Role-Play:

United States v. Dunlop

Dan Vogel, under the supervision of Robert Bordone
Four-person, three-issue, two-round between U.S. prosecutors, an executive charged with securities fraud, and defense counsel over the terms of a possible plea bargain; attorney-client interviews are followed by a plea bargain negotiation
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

What To Do With Hexiglass?

Beth Doherty and Hal Movius
3-player, non-scoreable game designed to teach the benefits of managing communication and trust in the context of a technology negotiation.
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Williams Medical Center

Eileen Babbitt and Lawrence Susskind
Five-party negotiation among representatives of pharmacists, physicians, nurses, and administrators to develop recommended changes to the drug prescription policy of a large metropolitan teaching hospital
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Win as Much as You Can

Four-person, simplified, iterated prisoner's dilemma exercise
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Win As Much WATER As You Can!

Catherine Ashcraft
Four-person, scoreable, prisoner’s dilemma game where players decide how to handle low water levels in 10 quick rounds; an adaptation of the case “Win As Much As You Can.”
Role Simulation
Labor Relations Negotiation Role-Play:

Work Rules Strategy

Kathleen Valley
Two-team iterated scoreable prisoner's dilemma exercise set in a labor/management context

Books

original
Book
Robert Mnookin offers practical advice for the most challenging conflicts -- when you are facing an adversary you don't trust, who may harm you, or who you may even feel is evil.
original
Book

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.
original
Book
Selected by the Toronto Globe & Mail as one of the Top Ten Business Books of 2006
original
Book

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)
original
Book
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

Tags: