negotiation

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negotiation

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  • Books
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    3-D NegotiationPowerful Tools to Change the Game in Your Most Important Deals

    David Lax & James Sebenius

    A path-breaking introduction to the "three dimensions" of complex negotiated deal-making: table tactics, deal design, and the crucial but often overlooked dimension of setup
  • Role Simulations
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    Business and Commercial Role-Play:

    67 Fish Pond Lane

    Elizabeth Gray, Mark Gordon and Bruce Patton
    Two-party distributive and potentially integrative negotiation between principals over the sale of a house
  • Video and Audio
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    A Conversation with the FoundersReflections on the Program on Negotiation's Beginnings

    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
  • Case Studies & Articles
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    A Green Victory Against Great Odds, But Was It Too Little Too Late?A Case Study About a Fierce Battle to Pass a Major US Energy Bill

    Gina Coplon-Newfield

    This case study provides an intimate view into the fierce battle among major US nonprofit environmental groups, Members of Congress, and industry over energy policy in 2007. The resulting law slashed pollution by raising car efficiency regulations for the first time in three decades. For negotiators and advocates, this case provides important lessons about cultivating champions, neutralizing opponents, organizing the masses, and using the right message at the right time.
  • Role Simulations
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    Business and Commercial Role-Play:

    Ad Sales, Inc.

    Lawrence Susskind
    Six-party, multi-issue contract negotiation between management and union members of a publishing firm
  • Role Simulations
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    Business and Commercial Role-Play:

    Aerospace InvestmentBalancing Venture and Relationship Capital

    Nicholas Sabin
    Two-party term sheet negotiation between a venture capitalist and the founder of an aerospace start-up company in which participants are scored both on their substantive performance and on the other party's perception of the relationship
  • Role Simulations
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    Business and Commercial Role-Play:

    Akron Steel

    Allison Berland
    A non-team, multi-issue, non-scorable exercise that gives participants an opportunity to map a conflict at the workplace.
  • Role Simulations
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    Business and Commercial Role-Play:

    Allies in AlexiaRenegotiating relationships between the American Cancer Society and United Way

    The Consensus Building Institute
    Seven-party nonscorable negotiation among nonprofit, business, and community representatives regarding the most appropriate methods for fund raising and distributions
  • Role Simulations
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    Business and Commercial Role-Play:

    Alplaus Supply Company

    Duncan MacLaren
    Two-party negotiation between a company field representative and a large corporate customer over a possible product return
  • Role Simulations
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    Business and Commercial Role-Play:

    Amending Approval for the Storyville Pulp and Paper Mill

    Consensus Building Institute and Alberta Environmental Appeal Board
    Mediation of a three-party dispute among a paper mill, a community group, and an environmental regulatory agency over the paper mill's air pollution permit
  • Role Simulations
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    Business and Commercial Role-Play:

    Ancolet Corp. v. Elson Realty Trust

    JAMS/Endispute
  • Role Simulations
    View Details This product has multiple variants. The options may be chosen on the product page
    Business and Commercial Role-Play:

    Appleton vs. Baker

    Lawrence Susskind
    Two-party, single-issue distributive negotiation between principals regarding a potential real estate sale
  • Role Simulations
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    International Relations Role-Play:

    Armenia/Azerbaijan/Nagorno KarabakhA Public Peace Process Initiative

    Taline Aharonian and Agieszka Klich
    Complex 13-party, two-team facilitated negotiation between private citizens from both sides of an actual long-term ethnic conflict
  • Role Simulations
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    International Relations Role-Play:

    Arms Control on Cobia

    P. Terrance Hopmann
    Multi-issue arms control negotiation among representatives of eight fictional countries
  • Books
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    Art & Science of Negotiation (The)How to Resolve Conflicts and Get the Best Out of Bargaining

    Howard Raiffa

    Winner of the 1985 Leo Melamed Prize of the Journal of Business for the most significant published work by a faculty member in a school of business in the preceding two years.
  • Books
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    Assessing Our Students, Assessing OurselvesVolume 3 in the Rethinking Negotiation Teaching SeriesVolume 3 in the Rethinking Negotiation Teaching Series

    This third volume in the Rethinking Negotiation Teaching book series critically examines what is taught in contemporary negotiation courses and how they are taught, with special emphasis on how best to "translate" teaching methodology to succeed with diverse, global audiences.