Discussion: View Thread

I'm looking for a couple of additional cases to use in a graduate seminar on
negotiation. The text for the class is Bazerman and Neale's NEGOTIATING
RATIONALLY and I have used a few cases already, but I'm curious to see what
else might be available that others might recommend. Thanks.

Best,

Larry Pate
University of Wisconsin-Madison

Hi, Larry, I like Fisher's approach outlined in the book, Getting To Yes.
There is a workbook on that process called Getting Ready To Negotiate: The
Getting To Yes Workbook that might offer some cases and exercises.

McGraw Hill is releasing the 3rd edition of Negotiation: Readings, Cases &
Exercises by Roy Lewicki. I haven't seen it, but it sounds right.

Ted Kinni
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-----Original Message-----
From: Larry Pate <lpate@BUS.WISC.EDU>
To: MG-ED-DV@MAELSTROM.STJOHNS.EDU <MG-ED-DV@MAELSTROM.STJOHNS.EDU>
Date: Thursday, April 01, 1999 10:44 AM
Subject: Negotiation Cases


>I'm looking for a couple of additional cases to use in a graduate seminar
on
>negotiation. The text for the class is Bazerman and Neale's NEGOTIATING
>RATIONALLY and I have used a few cases already, but I'm curious to see what
>else might be available that others might recommend. Thanks.
>
>Best,
>
>Larry Pate
>University of Wisconsin-Madison
>

Larry Pate,

You might check the Center for Dispute Resolution at Northwester
University. They have a set of cases that I've found very good for
simulating negotiations. The cases are on diskettes in Acrobat and they
do charge a small fee on the honor system, but the cases are worth it.
You can find them through Northwestern's web site.

Best,

Jim Hall
Lubin School, Pace University