This multi-party, multi-issue, multi-culture negotiation exercise, set in the context of a global emissions scandal, provides opportunities for participants to experience the dynamics of power,...
Fillmore Lawns $3.50
Fillmore Lawns is a complex multi-party, multi-issue negotiation concerning a large real estate deal with several stakeholders. It can be taught as a single- or double-round exercise. Preparation for...
Deep Space $3.50
Deep Space is a multi-issue negotiation between two cross-cultural tech companies negotiating a partnership to marry cutting edge technology to an established distribution network. Deep Space can be...
Buy-Out! is a negotiation between a tele-communications software company and an information technology conglomerate interested in acquiring it. The exercise has two purposes: introducing students to...
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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