Ocean Splash $3.50
This is a two-party, two-issue scoreable negotiation between a charity and a corporate sponsor regarding the number and placement of advertising banners at a fundraising walk. It involves...
Colortek Job $3.50
This is a two-party, multi-issue integrative negotiation between a corporate VP and a prospective employee over salary and other terms of hire in support of a new "Green Marketing" initiative. This...
ChemCo, Inc. $3.50
This is a six-person, five-issue negotiation between three industrial factory representatives and three environmental agency representatives over environmental and economic concerns in the wake of...
Power: Hydroelectric Project in Québec $3.50
This case study covers the documentary film “Power,” which vividly depicts the rocky relationship between the James Bay Cree and Hydro-Québec after 1986, when the state-owned utility announced...
Speed Ventures – Parts A&B (Revised 2018) $4.50
This exercise can be used to illustrate decision biases in negotiations. The exercise uses data based on a real life case. Students are asked to use those data to make a decision whether or not to...
This is an introductory integrative negotiation that can be used to introduce the concepts of Interests vs. Positions, BATNAs, ZOPAs, and Reservation Prices. Students will learn how to overcome...
D-Loyal is a two-party, single-issue negotiation with hidden integrative potential. It can be used at the beginning of a course when students have learned the basics of value claiming and are likely...
New Recruit 2018 $3.50
This is a two-party, multi-issue, quantified negotiation over an employment contract. The exercise illustrates Pareto optimality and the differences between compatible, trade-off or integrative, and...
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