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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. -
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Business and Commercial Role-Play:
Discord at the Daily Herald
Lara SanPietro Two party, multi-issue negotiation between the co-owners of the Daily Herald newspaper over how to resolve ongoing management issues and implement structural reforms in the face of high pressure circumstances. -
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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 -
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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 -
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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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Employment Negotiation Role-Play:
Overworked HR ProfessionalProfessional Strategies for Integrating New Skills into Daily Operations
Deborah Kolb
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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:
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
