Industrial Relations & Human Resources Library

Note that items held at the IRHR Library are not currently available for curbside pickup

Dr. Margaret A. Neale, Professor of Management at the Stanford Graduate School of Business, Co-director of the Executive Program for Women Leaders
When viewed as problem solving, negotiation moves from being a win-lose game to one of mutual benefit. This lecture will help you negotiate ways to achieve more of what you want in preparing for negotiation. Neale shares inspiring new ways — small and large — of practicing negotiating in everyday interactions and improve your chances of getting more of what you want.

Negotiation is problem solving. The goal is not to get a deal; the goal is to get a good deal. Four steps to achieving a successful negotiation: assess, prepare, ask, package. Women increase the chance of a success when a proposal is framed in terms of benefits to your counterparts, team, or organization. Three questions to prepare women to enter a negotiation: Why are you asking? How are you asking? For whom are you asking?

Margaret Neale's research focuses primarily on negotiation and team performance. Her work applies judgment and decision-making research from cognitive psychology to the field of negotiation. Neale is the Adams Distinguished Professor of Management at Stanford Graduate School of Business. She her BS in pharmacy from Northeast Louisiana University, her MS from the Medical College of Virginia and Virginia Commonwealth University and her PhD in Business Administration from the University of Texas.

Prof. Deepak Malhotra offers 15 pieces of negotiation advice, followed by Q&A, in an informal session for students at the Harvard Business School.

This video, produced in collaboration with the World Bank Institute, uses animation as an innovative learning medium designed to present in an engaging format key communication concepts and principles.

William Ury, author of "Getting to Yes," offers an elegant, simple (but not easy) way to create agreement in even the most difficult situations -- from family conflict to, perhaps, the Middle East.

This talk was presented to a local audience at TEDxMidwest, an independent event. TED's editors chose to feature it for you.

Collective Bargaining in College Dorms / Patrick P. McHugh, Ph.D.
“This case promotes learning about the labor relations process in the United States. The case follows the actual efforts of undergraduate resident assistants (RAs) at the University of Massachusetts Amherst (UMass Amherst) who sought to be represented by the United Auto Workers union for collective bargaining purposes."

Fallsburg Schools Negotiations Simulation / Alan Cabelly.
"The Fallsburg School Negotiations simulation provides students with the opportunity to negotiate a complex labor agreement in a relatively short period of time. This simulation has been extensively pretested."

The Student Collective Bargaining Act / Patrick P. McHugh, Ph.D.
"This exercise explores the labor relations process in the United States, including union organizing, contract negotiations and contract administration. In the United States, the labor relations process is a set of interdependent activities guided by an often confusing regulatory framework, the National Labor Relations Act (NLRA). This exercise will help instructors navigate students through the labor relations process in an effective and engaging way."

Course Description:
"Negotiation and Conflict Management presents negotiation theory – strategies and styles – within an employment context. 15.667 meets only eleven times, with a different topic each week, which is why students should commit to attending all classes. In addition to the theory and exercises presented in class, students practice negotiating with role-playing simulations that cover a range of topics. Students also learn how to negotiate in difficult situations, which include abrasiveness, racism, sexism, whistle-blowing, and emergencies. The course covers conflict management as a first party and as a third party: third-party skills include helping others deal directly with their conflicts, mediation, investigation, arbitration, and helping the system change as a result of a dispute."

"Learning and grading in 15.667 is based on: readings, simulations and class discussions, four self-assessments, your analysis of the negotiations of others, writing each week in your journal, and writing three Little Papers."