International Journal of Conflict Management: Volume 13 Issue 4

NEW PERSPECTIVES ON TEACHING ABOUT CONFLICT: SIMULATIONS, CASES, AND EXERCISES

Raymond Friedman

This special issue of the International Journal of Conflict Management is devoted to teaching materials for classes on negotiation and dispute resolution. We decided to devote an…

TEACHING CONFLICT ASSESSMENT AND FRAME ANALYSIS THROUGH INTERACTIVE WEB‐BASED SIMULATIONS

Michael Elliott, Sanda Kaufman, Robert Gardner, Guy Burgess

Frames play a central role in how parties to a conflict make sense of their situation and how they interact. How they interact in turn affects possible outcomes. This article…

OMEGA FILMS LTD: A CASE STUDY IN NEGOTIATION

Márta Dévényi, Maria Somogyvári

Omega Films Ltd. is a case study in negotiation theoretically based on Berne's Transactional Analysis which provides an objective analysis of a failure in a business negotiation…

NEGOTIATION ROLE‐PLAY EXERCISE: “WATER, WATER, EVERYWHERE, BUT NOT A DROP TO DRINK:” THE RICHLAND‐RIVER CITY DISPUTE

Brian R. Proksch, William H. Ross, Tony Estness

A six‐day negotiation simulation was developed from newspaper articles and interviews with elected officials. In this integrative bargaining exercise, participants assume the role…

BUILDING EMOTIONAL INTELLIGENCE IN NEGOTIATIONS

John R. Ogilvie, Mary L. Carsky

With the increased emphasis on emotions in negotiation, an exercise is presented which can be used with a simulated negotiation to develop emotional skills. Linking research on…

IT'S BETTER WITH A BATNA: THE FLOURTOWN FARMS EXERCISE

Decanta Geddes

Flourtown Farms is a salary negotiation simulation developed to demonstrate the importance of obtaining a good ??TNA (Best Altentative to a Negotiated Agreement) prior to engaging…

THE UNEXPECTED OFFER

Brooks C. Holtom, Michael J. Wilhelm

The Unexpected Offer is a relatively short case involving the valuation and sale of a Web site and its domain name. Because the issues involved are easily identified and…

MUSICAL OPERATING ROOMS: MINI‐CASES OF HEALTH CARE DISPUTES

Raymond Friedman

This article contains two brief cases about health‐care disputes, designed for executive education audiences who work in health care. One case is a dispute between a doctor and a…