Terry White: A Two-Front Negotiation Exercise

In the 1980s, teaching the theory and art of negotiation has become more important than ever in the curricula of law schools. As the cost of full-scale litigation has risen, the pressure on litigants to settle short of trial has increased, and the development of alternative dispute resolution mechanisms has become a priority of the bar. The literature on negotiation has multiplied, and law school texts have been published to support an increasing number of courses in negotiation. After a brief overview of the Terry White problem, this article becomes an instructor\u27s manual. It offers suggestions for those desiring to administer the exercise, including advice on modifying and supplementing the printed materials, acting in role as clients, and conducting the classroom evaluation. The exercise materials immediately following the article may be reproduced for distribution to students without further permission