More Growth for Tonto Bar & Grill $3.50
This is a two-party, quantifiable negotiation involving a restaurant chain seeking to lease a new location from a commercial developer. It is best to assign this exercise after students have acquired...
Albion Basin $3.50
The Albion Basin is a watershed located within the Wasatch Mountains east of Salt Lake City, Utah. This negotiation exercise calls on multiple parties (7 of them) with interests in the Albion Basin...
Thai Solar Park $3.50
The Thai Solar Park is a two-party integrative deal making exercise that illustrates using contingent contracts to close the gap between the seller’s high and the buyer’s low level of confidence...
Refugees and the PPC $3.50
This is a six-party negotiation that illustrates central elements of multinational policy and crisis negotiations. It is set in an integrative, five-issue context and deals with both conflicts of...
Abhas Bussan $3.50
Abhas Bussan is a negotiation between a Japanese manufacturer and an Indian distributor. It is designed to be used with Howard Raiffa's description of formal analysis in his book, The Art and...
Coffee Contract $3.50
Coffee Contract is a distributive exercise. It concerns the contract for coffee at the Cornell Hotel School. The exercise provides a good context for teaching fundamental negotiation concepts like...
BioPharm-Seltek Negotiation $3.50
BioPharm-Seltek is a distributive negotiation over the sale of a manufacturing facility that produces genetically engineered compounds. Negotiators are given information about the costs of their...
Alpha Beta – Spanish version $3.50
DRRC's version of Alpha Beta is a cross-cultural, team-on-team negotiation of a potential alliance. The exercise requires the two parties to enact a cultural style during the negotiation.
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