distributive bargaining

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distributive bargaining

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  • Books
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    Behavioral Theory of Labor Negotiations, A An Analysis of a Social Interaction SystemAn Analysis of a Social Interaction System

  • Role Simulations
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    Business and Commercial Role-Play:

    Bradford DevelopmentNegotiating a Linkage Agreement

    Two-party, single-issue distributive negotiation over a linkage payment that a developer must make to a city government; includes ethical issues
  • Role Simulations
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    Business and Commercial Role-Play:

    Cape Development Case

    Two-party real estate negotiation between a developer and a representative of the owner of a parcel surrounded by the developer's land, over the future of both parcels
  • Role Simulations
    View Details This product has multiple variants. The options may be chosen on the product page
    Business and Commercial Role-Play:

    Development on Bay Island

    Rafael Montalvo and Bruce Stiftel
    Two-party distributive negotiation between a developer and a city representative over the amount of money the developer will pay the city to defray costs associated with development
  • Role Simulations
    View Details This product has multiple variants. The options may be chosen on the product page
    Business and Commercial Role-Play:

    Fie’s Agent

    Jeremy Bird under the supervision of Melissa Manwaring
    Two-party integrative e-mail negotiation between a soccer star and her long-term representative over the terms of a potential new agency contract
  • Role Simulations
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    Business and Commercial Role-Play:

    Lattitude.com

    Melissa Manwaring
    Two-party distributive e-mail negotiation regarding the potential sale of a domain name
  • Role Simulations
    View Details This product has multiple variants. The options may be chosen on the product page
    Healthcare Role-Play:

    Negotiating Budget Cuts at Newtowne Hospital

    Lawrence Susskind
    Six-person negotiation among hospital administration and employee representatives to reach consensus on budget cuts in three departments