This page includes articles and materials from 1989 to 2019, listed in reverse chronological order. Negotiation theory applies to all human interactions where there are two or more points of view. The theory provides basic tools for the organizational ombuds profession: identifying everyone whose interests are at stake in a negotiation, identifying their interests, identifying the sources of power—and constraints—for all whose interests are at stake, and identifying and understanding the strategies and tactics of the negotiators.
- "Negotiating for Jobs and Salaries (and Everything Else): Prepare, Prepare, Prepare" (PDF). Rowe, Mary. Cambridge, MA: MIT Sloan School of Management, February 2024. (Note: This is a teaching note.)
- “The Eavesdropping Manager Who Was a Hesitant Bystander.” Rowe, Mary. Teaching case. Cambridge, MA: February 2024.
- “The Hesitant Bystander with Safety Concerns and a CEO Who Is a Bully.” Rowe, Mary. Teaching case. Cambridge, MA: February 2024.
- "Organizational Ombuds' Sources of Power and Influence" (PDF). Rowe, Mary P. Cambridge, MA: MIT Sloan School of Management, December 2023. Submitted to Journal of the International Ombuds Association (JIOA).
- "Some of the Sources of Power and Influence of an Organizational Ombuds" (PDF). Rowe, Mary P. Cambridge, MA: MIT Sloan School of Management, August 2023. (Note: This shorter version is a teaching note.)
- "Is the Other Person Competing? Collaborating? Possibly Intending Harm? Ideas to Consider in a Negotiation" (PDF). Rowe, Mary. MIT Sloan Working Paper 6746-22. Cambridge, MA: MIT Sloan School of Management, September 2022.
- "When is a Difficult Person not a Difficult Person? Negotiating Across Worldviews One-on-One." Rowe, Mary. Negotiation Journal Vol. 38, No.3 (June 2022): 523-529.
- "Learning about Negotiating Intangibles—for Ill and for Good.” Rowe, Mary. Negotiation Journal Vol. 35, No. 1 (January 2019): 227-229.
- “Life Is Not Binary." Rowe, Mary. Negotiation Journal Vol. 33, No. 4 (October 2017): 371-372.
- "Negotiations Theory and Ombuds Practice." Rowe, Mary. Negotiation Journal Vol. 31, No. 4 (October 2015): 419-423.
- “What Was It Like Working with OCW?” Rowe, Mary. MIT Faculty Newsletter, September/October 2004, p. 25. (Note: This article is about putting the MIT Sloan Negotiation and Conflict Management course 15.667 online.)
- “Notes on Complaint Handling Options for Managers” (PDF). Rowe, Mary. (Note: This was compiled for MIT Sloan course 15.667 in 2002.)
- Negotiation and Conflict Management (15.667) course, MIT Sloan School of Management, as taught by Mary Rowe in Spring 2001.
- “Negotiation 101: Theory and Practice.” Rowe, Mary. (Note: These 44 pages cover major elements of negotiation theory, including strategies, tactics, and sources of power.)
- “Sources of Power in Negotiations” (one-page list). Rowe, Mary. (Note: This was compiled for MIT Sloan course 15.667. It is also available in a longer, annotated version that includes examples and a table.)
- “Whose Interests Were at Stake—And Who Was at the Table?" Rowe, Mary P. Negotiation Journal Vol. 8, No. 1 (January 1992): 21-23.
- “In Pursuit of Justice.” Rowe, Mary P. Review of Justice on the Job: Resolving Grievances in the Non-Union Workplace, by David Ewing. Sloan Management Review Vol. 32, No. 1 (Fall 1990): 97-99.
- Rowe, Mary P. Review of Getting Together: Getting to a Relationship that Gets to Yes, by Roger Fisher and Scott Brown. Sloan Management Review Vol. 30, No. 2 (Winter 1989): 89-91.
- “Disputes and Conflicts inside Organizations: A Systems Approach.” Rowe, Mary P. Negotiation Journal Vol. 5, No. 2 (April 1989): 149-157. (Note: This is a review of five books.)