IV. Teaching Notes and Teaching Cases https://hdl.handle.net/1721.1/155113 2026-04-08T22:45:36Z Negotiating With an Aggressive Competitive Negotiator (ACN) https://hdl.handle.net/1721.1/163390 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 Notes on Dealing with an Aggressive Competitive Negotiator (ACN) (Especially If You Are Cooperative) https://hdl.handle.net/1721.1/163389 Notes on Dealing with an Aggressive Competitive Negotiator (ACN) (Especially If You Are Cooperative) Rowe, Mary 2025-09-01T00:00:00Z The Poster War: An Ombuds Learns About Sources of Power, Helping People Help Themselves, and the Role of Affinity Groups in Bringing About Change https://hdl.handle.net/1721.1/159310 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 When Two People See the Same Facts Entirely Differently https://hdl.handle.net/1721.1/159309 When Two People See the Same Facts Entirely Differently Rowe, Mary 2024-08-01T00:00:00Z Is There a Right To Be Addressed as One Wishes To Be Addressed? https://hdl.handle.net/1721.1/159308 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 The Eavesdropping Manager Who Was a Hesitant Bystander https://hdl.handle.net/1721.1/159273 The Eavesdropping Manager Who Was a Hesitant Bystander Rowe, Mary 2024-02-01T00:00:00Z The Hesitant Bystander with Safety Concerns and a CEO Who Is a Bully https://hdl.handle.net/1721.1/159234 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 Negotiating for Jobs and Salaries (and Everything Else): Prepare, Prepare, Prepare https://hdl.handle.net/1721.1/159233 Negotiating for Jobs and Salaries (and Everything Else): Prepare, Prepare, Prepare Rowe, Mary This is a teaching note. 2024-02-01T00:00:00Z Sources of Power in Negotiations https://hdl.handle.net/1721.1/158444 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