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Video and Audio

original
Videos and Audio

Susan Hackley and Eleanor Jewett

Seven of the Program on Negotiation's founders reflect on PON's beginnings twenty years earlier, and on their own journeys as leaders in the field that they helped to create
original
Videos and Audio

Edited by James K. Sebenius

Video featuring excerpts from a discussion with Stuart Eizenstat regarding his efforts negotiating reparations for victims of Nazi Germany
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

Role Simulations

Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Bankruptcy Multiparty Negotiation Simulation

James Emerson with Ben Longoria, under the supervision of Professors Robert Mnookin and Lawrence Susskind
This exercise is a six-party simulation of multiparty negotiations in a bankruptcy (reorganization) and mass torts context. The simulation represents a ...
Role Simulation
Chris Jost, under the direction of David Fairman
Six-party negotiation among Hutu and Tutsi villagers regarding competing land claims and local authority issues in the wake of the Rwandan genocide
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
Leah C. Stokes, Lawrence Susskind, and Noelle E. Selin
This mercury game is a role-play simulation aimed at scientists, students and decision makers. Playing the game will help participants explore the consequences of representing scientific uncertainty in various ways in a policy context.
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.

Case Studies & Articles

Books

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Book
Winner of the 1991 CPR Award for Excellence in ADR (Outstanding Book Category)
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Book

William Ury

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

Jeswald Salacuse

Selected by TIME as one of the best negotiation books of 2015
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Book
Newly annotated edition of the management classic that proposed Theory Y - that individuals are self-motivated - as an alternative to Theory X - that employees must be commanded and controlled
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Book
This comprehensive four-volume collection on multiparty negotiation brings together nearly 100 classic works and cutting-edge papers from law, international politics, organization studies and public administration
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Book

Jeswald Salacuse

Arguing that life is really a series of negotiations, deal making, and diplomacy, Salacuse gives readers the tools to make the most of any situation.
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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)
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Book
Three-volume authoritative reference selection of some of the most significant writings on negotiation, decision making, and conflict management from 1950 - 2002
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Book
From the coauthor of Getting to YES, a simple yet powerful three-step method for saying No firmly and effectively, without destroying relationships
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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
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Book
Addresses the key variables involved in negotiating with government, from the influence of bureaucracy to the perception of power on the government side of the negotiating table
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Book

Shafiqul Islam and Lawrence E. Susskind

In this book, the authors show how open and constantly changing water networks can be managed successfully using collaborative adaptive techniques to build informed agreements among disciplinary experts, water users with conflicting interests, and governmental bodies with countervailing claims.

The Great Negotiator Collection

original
Videos and Audio

Edited by James K. Sebenius

Video featuring excerpts from a discussion with Stuart Eizenstat regarding his efforts negotiating reparations for victims of Nazi Germany

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