Lovely Braids $3.50
This exercise involves a dispute between an employee and his manager, in which a high-power emergent third party intervenes to either arbitrate or mediate the dispute resolution. Students will...
Hemisphere Development LLC: Betting on a Brownfield $3.50
This case involves the decisions and processes surrounding the potential acquisition and redevelopment of an automotive plant. Students will learn about creatively structuring and financing unique...
Motorola’s Droid 2: The Product Manager’s Dilemma $3.50
This case concerns a last-minute request for a design change on a product currently in production, which not only threatens to delay its launch, causing significant financial implications, but could...
Kirat Housing Development Society $3.50
This case involves the impact of bribery, or the suggestion of bribery, on a negotiation. Students will be able to identify and quantify the personal and corporate risk of bribery, examine how...
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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