Employment Negotiation


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Employment Negotiation

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  • Role Simulations
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    Legal Role-Play:

    Ballet’s #MeToo

    James Lawrence, Lawrence Susskind
  • Video and Audio
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    Caitlin’s Challenge

    Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School


    "Caitlin's Challenge" is a short case recounting Caitlin Elliot's history at a company called Microenterprises Incorporated and her negotiation with its CEO, George Baker, about a promotion and a bonus. The case is good for discussion about what makes negotiating for oneself in an organization more difficult than negotiating on behalf of others. The video can be analyzed using a moves and turns framework and it ideal for management and leadership courses in addition to negotiation and conflict resolution courses.
  • Role Simulations
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    Environmental Role-Play:

    Colortek Job

    Deborah Kolb
    Two-party, multi-issue integrative negotiation between a corporate VP and a prospective employee over salary and other terms of hire
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    Employment Negotiation Role-Play:

    Hiring a NewtonianWhere cultural differences present unique HR negotiation challenges

    Robert Smith and Ericka Gray
    Two-party, multi-issue negotiation between a human resources director and a prospective employee over terms of hire that highlight cultural differences
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    Employment Negotiation Role-Play:

    Jerry

    Ron Karp and Bruce Patton
    Two-party conversation between an employee and his supervisor regarding the employee's recent poor job performance and potential termination
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    Employment Negotiation Role-Play:

    Job Negotiation, TheA three-party, email-based, employment offer negotiation

    Jennie Hatch & Kessely Hong
    A three-party employment negotiation involving a mid-career student negotiating two job offers via email at the same time.
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    Employment Negotiation Role-Play:

    Kelly Corporation, The

    Ron Karp and Bruce Patton
    Three-party brief negotiation among a supervisor and two employees who are each asking for a raise
  • Role Simulations
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    Labor Relations Role-Play:

    Matter of Arthur Hangtough

    JAMS/ Endispute
    Two-party negotiation between representatives of a company and an employee over the terms of termination and severance pay amid charges of past sexual harassment by the employee
  • Video and Audio
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    Mediators At Work: Termination Tempest

    Marjorie Corman Aaron and Dwight Golann

    An unscripted, realistic demonstration of the mediation of an employment dispute
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    Contracts Role-Play:

    Negotiation of Rabbi Ben Newman’s Employment Contract, The

    Three party, single-issue negotiation of a rabbi’s employment contract
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    Employment Negotiation Role-Play:

    Office Imbroglio

    Marjorie Corman-Aaron and JAMS/ Endispute
    A two-party negotiation (or optional mediation) between a manager and employee regarding the employee's decline in job performance
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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
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    Employment Negotiation Role-Play:

    Salary Negotiation

    Aleza Spalter
    Two-party negotiation between a supervisor and employee over a possible salary raise in the context of mixed job performance
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    Employment 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
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    Employment Negotiation Role-Play:

    Sally Soprano II

    Wayne Davis, Mark N. Gordon and Bruce Patton
    Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production, under conditions of full disclosure.