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A
Architectural Design Firm
Description
Three-member cross-functional teams negotiate the design of a house, in which a client specifies required features and a limited budget. Each negotiator is assigned a role: the structural expert, the finish expert, or the land expert. Each expert is given confidential information about pricing for various options they can include in the design plan, a confidential profit schedule (indicating how much profit they will make if their option is included in the design), and special bonus information involving integrative tradeoffs. The main task of the group is to determine the set of options, beyond those required by the client, to be included in the design for the house. The exercise involves three dependent measures: perceptions of group members' competitiveness, joint profit (and integrative trade-offs), and equality of resource distribution.
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B
Bradshaw Foundation
Description
The Bradshaw Foundation is an excellent exercise for raising issues of ethics and representation in negotiation. It is a one-on-one, qualitative negotiation between two parties over the location of an art collection. It emphasizes the role of understanding interests, lying, misrepresentation, and trust. Webinar available!
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B
Bullard Houses - DRRC version 2019
Description
DRRC's version of Bullard Houses is an excellent exercise for raising issues of ethics in negotiation. It is a one-on-one, qualitative negotiation between agents over a piece of prime real estate. It emphasizes the role of agents, lying, misrepresentation, and trust. The teaching notes have been updated and the confidential roles simplified. Important: This is the traditional DRRC version of Bullard Houses, adapted from the original written for the Harvard Negotiation Project. For consistency, it has been updated with the current Program on Negotiation (PON) at Harvard Law School branding and copyright information, but the text has not changed from the previous DRRC version. The PON version of Bullard Houses, intended primarily for law students, is available here. Consult the teaching notes in the Instructor Packet for differences between the two.
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B
Bullard Houses - PON (law school) version
Description
This is a one-on-one negotiation between agents over a piece of prime real estate. Each party must compare their existing offers to any offer made by the other party. This requires a calculation of the present value of each of the prior offers (what they are worth in current dollars) to determine their BATNA and Reservation Value. Important: This is the official version of Bullard Houses, newly added to our collection, from the Program on Negotiation (PON) at Harvard Law School and primarily intended for law students. The traditional DRRC version of Bullard Houses is available here. Consult the teaching notes in the Instructor Packet for differences between the two.
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B
Buying a House
Description
Buying a House is a two-party, quantified distributive negotiation with a $10,000 overlapping bargaining range. It can be used to teach pure distributive negotiations and the use of comparative standards. See also: BioPharm-Seltek, Coffee Contract, Energetics Meets Generex, GI Fix, Sugar Bowl
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C
Calaisas House
Description
Calaisas House is a three-party negotiation that focuses on the selling and buying of a unique waterfront property on the Mediterranean. This exercise has several unique features that make it ideal for teaching multiple foundational concepts in negotiation (e.g., the value of alternatives, information asymmetry, bargaining zone) as well as more advanced topics (e.g., creativity in contracting, agents vs. principals in negotiation, mixture of quantitative issues and qualitative preferences), depending on the instructor’s preferences, the participants, and the content and structure of the course.
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C
Cascade Manor
Description
This is a team-on-team quantified negotiation exercise with integrative potential. It contains distributive, compatible, and logrolling issues. It also deals with common and uncommon knowledge, as teammates do not have all the same information. This exercise provides an excellent opportunity to discuss the management of a negotiation team.
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C
Chestnut Drive - DRRC version
Description
DRRC's version of Chestnut Drive is a dispute between a group of neighbors and the company that is building a condominium development at the end of their street. The exercise provides a good opportunity to introduce dispute resolution concepts of interests, rights, and power. It is also a vehicle for discussing credible threats. Important: This is the traditional DRRC version of Chestnut Drive. The official version from the Program on Negotiation (PON) at Harvard Law School, intended primarily for law students, is available here. Consult the teaching notes in the Instructor Packet for differences between the two.
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C
Chestnut Drive - PON (law school) version
Description
This exercise is a six-party intra-team meeting among members of a neighborhood committee. The purpose of the meeting is to prepare for a later negotiation with a representative of a construction company that has begun construction of a large condominium complex. The neighbors have a range of concerns regarding the project. This exercise is designed to highlight multi-party (and specifically, intra-team) negotiation dynamics, as well as preparation strategy and tactics. Important: This is the official PON version of Chestnut Drive, newly added to our collection, from the Program on Negotiation at Harvard Law School and primarily intended for law students. The traditional DRRC version of Chestnut Drive is available here. Consult the teaching notes in the Instructor Packet for differences between the two.
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C
Club West
Description
Club West is a lawsuit. It illustrates setting reservation prices in legal disputes, egocentric bias, and reactive devaluation.