skip navigation


Register for Latest Research

Stay Informed
Register with NCJRS to receive NCJRS's biweekly e-newsletter JUSTINFO and additional periodic emails from NCJRS and the NCJRS federal sponsors that highlight the latest research published or sponsored by the Office of Justice Programs.

NCJRS Abstract

The document referenced below is part of the NCJRS Virtual Library collection. To conduct further searches of the collection, visit the Virtual Library. See the Obtain Documents page for direction on how to access resources online, via mail, through interlibrary loans, or in a local library.


NCJ Number: 99628 Find in a Library
Title: Teaching the Art and Science of Negotiation (From International Negotiation, P 39-45, 1984, Diane B Bendahmane and John W McDonald, Jr, eds. See NCJ-99624)
Author(s): H Raiffa
Date Published: 1984
Page Count: 7
Document: PDF
Format: Document
Language: English
Country: United States of America
Annotation: The author outlines a role playing model he uses to teach negotiation to graduate students and discusses how to move from a simple exercise involving two parties and a clear-cut dispute to negotiations involving many issues and parties.
Abstract: In this format, real cases are discussed with the students before they play the roles of different parties in a simple negotiation game. In the simulation, students are given some common information and some confidential information, must resolve the dispute, and then complete statistical forms. The teacher analyzes the results and discusses with the students what worked and what did not. This paper provides one simple problem that can be used in a role playing exercise; a developer who wants to buy a halfway house from a group of young people, and the two parties must negotiate a price. Common and confidential information and discussion questions are included. A more complicated senario of police union negotiations with a city government involves two parties and several issues such as wages, benefits, disciplinary actions, and working conditions. One the next level of complexity, diplomatic negotiation over what happens in the Panama Canal is the example of two-party bargaining where each party is not monolithic.
Index Term(s): Negotiation; Role playing; Teaching/training techniques
Note: Available on microfiche as NCJ-99624
To cite this abstract, use the following link:

*A link to the full-text document is provided whenever possible. For documents not available online, a link to the publisher's website is provided. Tell us how you use the NCJRS Library and Abstracts Database - send us your feedback.