https://hdl.handle.net/1721.1/155122 2026-04-10T19:56:47Z 2026-04-10T19:56:47Z Rowe, Mary https://hdl.handle.net/1721.1/163390 2025-10-26T03:01:19Z 2025-09-01T00:00:00Z

Negotiating With an Aggressive Competitive Negotiator (ACN) Rowe, Mary Note: This is a condensed version of material also contained in Mary Rowe's longer-form teaching note, "Notes on Dealing with an Aggressive Competitive Negotiator (ACN)," which is also available via DSpace.

2025-09-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/163389 2025-10-26T03:01:58Z 2025-09-01T00:00:00Z

Notes on Dealing with an Aggressive Competitive Negotiator (ACN) (Especially If You Are Cooperative) Rowe, Mary

2025-09-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/159969 2025-07-09T03:01:38Z 2022-06-01T00:00:00Z

When is a Difficult Person not a Difficult Person? Negotiating Across Worldviews One-on-One Rowe, Mary

2022-06-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/159968 2025-07-09T03:01:46Z 2019-01-01T00:00:00Z

Learning about Negotiating Intangibles—for Ill and for Good Rowe, Mary

2019-01-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/159967 2025-07-08T03:01:41Z 2017-10-01T00:00:00Z

Life Is Not Binary Rowe, Mary

2017-10-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/159966 2025-07-08T03:01:34Z 2015-10-01T00:00:00Z

Negotiations Theory and Ombuds Practice Rowe, Mary Note: This article contains notes about people whose interests in negotiation are to injure the other party.

2015-10-01T00:00:00Z Rowe, Mary P. https://hdl.handle.net/1721.1/159822 2025-06-28T03:01:46Z 1992-01-01T00:00:00Z

Whose Interests Were at Stake—And Who Was at the Table? Rowe, Mary P.

1992-01-01T00:00:00Z Rowe, Mary P. https://hdl.handle.net/1721.1/159812 2025-06-27T03:01:56Z 1989-04-01T00:00:00Z

Disputes and Conflicts Inside Organizations: A Systems Approach Rowe, Mary P. This is a review of five books.

1989-04-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/159356 2025-07-05T11:40:12Z 2024-12-01T00:00:00Z

Organizational Ombuds' Sources of Power and Influence Rowe, Mary This article discusses the sources of power—and the influence that derives from power—that organizational ombuds (OO) use. The article presents a standard list of ten sources of power and shows how these are affected by the International Ombuds Association (IOA) Standards of Practice. Under IOA Standards, ombuds are designated to be independent, confidential, impartial/neutral—and informal. Each IOA Standard is supported by the other three. Near-absolute confidentiality, in particular, requires the other three Standards, especially the IOA Standard of informality. And informality is vital for ombuds effectiveness. Because OOs do not make formal management decisions for the organization, other sources of power are much enhanced. These other sources of power—and the influence engendered by these sources—contribute greatly to ombuds effectiveness. Different cases may call for different sources of power at different times. In addition, ombuds may use many sources of power synergistically—that is, using many of them together.

2024-12-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/159310 2025-06-13T06:02:16Z 2024-10-01T00:00:00Z

The Poster War: An Ombuds Learns About Sources of Power, Helping People Help Themselves, and the Role of Affinity Groups in Bringing About Change Rowe, Mary

2024-10-01T00:00:00Z Rowe, Mary Rowe, Mary https://hdl.handle.net/1721.1/159308 2025-06-20T08:26:01Z 2024-06-01T00:00:00Z

Is There a Right To Be Addressed as One Wishes To Be Addressed? Rowe, Mary; Rowe, Mary This teaching case was originally presented at the 1984 Corporate Ombudsman Conference. This is a fictional case study designed for teaching use. Many details, including names and facts, were changed from the real 1973 incident.

2024-06-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/159273 2026-03-04T03:11:05Z 2024-02-01T00:00:00Z

The Eavesdropping Manager Who Was a Hesitant Bystander Rowe, Mary

2024-02-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/159234 2026-03-04T03:11:04Z 2024-02-01T00:00:00Z

The Hesitant Bystander with Safety Concerns and a CEO Who Is a Bully Rowe, Mary Note: This is a fictional case study designed for teaching use. Many details, including names and facts, have been changed from the real case.

2024-02-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/159233 2026-03-04T03:11:02Z 2024-02-01T00:00:00Z

Negotiating for Jobs and Salaries (and Everything Else): Prepare, Prepare, Prepare Rowe, Mary This is a teaching note.

2024-02-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/158444 2025-04-08T04:45:46Z 2022-01-01T00:00:00Z

Sources of Power in Negotiations Rowe, Mary Note: This one-page list was initially compiled for MIT Sloan course 15.667. It is also available in a longer, annotated version that includes examples and a table.

2022-01-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/158442 2025-04-08T04:42:38Z 2022-09-01T00:00:00Z

Is the Other Person Competing? Collaborating? Possibly Intending Harm? Ideas to Consider in a Negotiation Rowe, Mary

2022-09-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/156457 2024-08-30T03:14:47Z 2004-09-01T00:00:00Z

What Was It Like Working with OCW? Rowe, Mary Note: This article is about putting the MIT Sloan Negotiation and Conflict Management course 15.667 online.

2004-09-01T00:00:00Z Rowe, Mary https://hdl.handle.net/1721.1/156398 2024-08-27T03:17:12Z 2002-01-01T00:00:00Z

Notes on Complaint Handling for Managers Rowe, Mary Note: This document was compiled for the MIT Sloan Negotiation and Conflict Management course 15.667 in 2002.

2002-01-01T00:00:00Z Rowe, Mary P. https://hdl.handle.net/1721.1/155802 2024-07-30T03:46:56Z 1990-01-01T00:00:00Z

In Pursuit of Justice Rowe, Mary P. This article is a review of the book Justice on the Job: Resolving Grievances in the Non-Union Workplace, by David Ewing.

1990-01-01T00:00:00Z Rowe, Mary P. https://hdl.handle.net/1721.1/155766 2024-07-24T03:30:15Z 1989-01-01T00:00:00Z

Is Getting to a Specific Yes Always the Point? Rowe, Mary P. This is a review of the book "Getting Together: Getting to a Relationship that Gets to Yes,' by Roger Fisher and Scott Brown.

1989-01-01T00:00:00Z