Heen, Sheila


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Heen, Sheila

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  • Role Simulations
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    Academia Role-Play:

    Biography, The

    Sheila Heen and Douglas Stone
    Two-party negotiation between a teaching fellow and a student about the student's grade on a paper exploring biographical and racial issues
  • Role Simulations
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    Business and Commercial 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
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    Difficult ConversationsHow to Discuss What Matters Most

    Douglas Stone, Bruce Patton, and Sheila Heen

    This 10th-anniversary edition bestseller provides a step-by-step approach to having those tough conversations with less stress and more success. Updated to include a fascinating chapter: "Answers to Ten Questions People Ask".
  • Role Simulations
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    Business and Commercial Role-Play:

    Eazy’s GarageFour-party (lawyers & clients) version

    Bruce Patton (adapted by Sheila Heen)
    Four-party, two-stage negotiation between an auto mechanic and a client and their respective attorneys over a disputed repair bill; first stage involves lawyer-client interviews and second stage involves negotiation
  • Video and Audio
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    Negotiation Pedagogy Video Series, Part III

    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
  • Role Simulations
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    Cross-Cultural Role-Play:

    Phoenix, The

    Sheila Heen and Michael Moffitt, based on a case by Doug Stone
    Two-party negotiation between the director of a county tutoring program and a tutor regarding pay, work conditions, and job performance; ethnic differences are an issue
  • Books
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    Thanks for the FeedbackThe Science and Art of Receiving Feedback Well

    Doug Stone & Sheila Heen

    The bestselling authors of the classic Difficult Conversations teach us how to turn evaluations, advice, criticisms, and coaching into productive listening and learning