- Director - Samuel Passow
- Teaching Associates
- Teaching Assistants
- Consultancy Projects
- Executive Training
- Student Workshops
- Contact Us
0900 - 1000hrs - The Crocodile River Story - An exercise which demonstrates the importance of personal values in the context of a negotiation.
1000 - 1030hrs - Pre-Negotiation Briefing Report (PNBR) - Learn how to prepare for a negotiation with a formula developed by Howard Raffia, Professor of Managerial Economics at Harvard Business School and used at the John F. Kennedy School of Government at Harvard University for the Northern Ireland talks. The template includes:
1030 - 1130hrs - Creating a PNBR for the Mouse Exercise - Participants in the negotiation will analyse the simulation with their own PNBR. The simulation is a multiparty and multicultural situation on the creation of EuroDisney outside of Paris. The role plays will involve the mayors of the four districts where the massive American theme park is located, who will be negotiating amongst themselves and with the representatives of the French government, the French Chamber of Commerce and the Disney Corporation.
1130 - 1145hrs - COFFEE BREAK
1145 - 1545hrs - Harvard Law School Simulation: The Mouse Exercise (including lunch) Participants will negotiate for four hours, both formally and informally.
1545 - 1600 - COFFEE BREAK
1600 - 1730hrs - Debriefing - Participants will talk about their experience of the negotiation and how they did, or did not form coalitions, how they or their counterparts claimed or created value, whether they or their counterparts were assertive or empathic, whether the PNBR prepared them for the negotiation, were they able to figure out their counterparts BATNA? They will also try to identify their own negotiation tactics in terms of the Thomas-Kilmann model.