Negotiating Concepts in Erin Brockovich Worksheet

Identify 12 concepts and how they relate to the film using the following rubric. Vary the use of concepts cited, from all 3 books- no more than 2 concepts from any one chapter, choosing concepts and scenes that are among the more challenging.

Erin Brockovich
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Identify 12 concepts and how they relate to the film using the following rubric – in WORD.
Vary the use of concepts cited, from all 3 books- no more than 2 concepts from any one
chapter, choosing concepts and scenes that are amongst the more challenging. It should look like
the examples given below but in greater detail and in a table
format.
Concept
Endowment Effect –
Concept: The tendency to overvalue
something you own or believe you possess.
(page,127 Lewicki)
Explanation
Film scene-brief description:
In this scene, Kennedy and those with him at
the White House have decided to offer a deal
to the Soviet Union without the public’s
knowledge. They are willing to remove their
missiles in Turkey if the USSR stops/removes
their missiles in Cuba all under the condition
that this be a private deal. Any leaks to the
press would lead to the termination of the deal.
How Concept is Demonstrated in Scene:
This is a great example of how the White
House team was able to think on their toes and
be adaptive to their situation. They were able
to devise a plan that would show the Soviet
Union that they did not want to go to war while
also not alarming the American people. The
Soviet Union’s representative assumed that the
Kennedys wanted the United States to go to
war with them, but this deal allowed them to
devise a plan were both the Soviet Union and
the United States felt like they were winning.
Keep in mind this is a “Hollywood” film and as such is written for dramatic purposes. The film
is being used due to its many, many examples that relate to the content of the class.
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The authors of this book have been working together
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Roger Fisher teaches negotiation at Harvard Law School, where
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