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All 234 Results

  • A

    Abhas Bussan $3.50

    Authors:
    Amol Patel & Jeanne M. Brett
    Source:
    DRRC
    Prep Time:
    120 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    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 Science of Negotiation. See the chapter about quantifying preferences and priorities.  You may also have students to use the Okhuysen and Pounds spreadsheet for this exercise.

  • A

    Albion Basin $3.50

    Authors:
    McKenzie Rees and Harris Sondak
    Source:
    DRRC
    Prep Time:
    60 mins
    Negotiation Time:
    120 mins
    Number of Roles:
    7
    Price Per Role:
    $3.50
    Description

    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 to try to reach an agreement concerning sustainable land use of the basin. The exercise challenges negotiators to identify and value issues and options. Directions walk students through how to develop a scoring sheet that values and prioritizes the issues for their role. (Raiffa’s Formal Analysis, 1982). During preparation participants meet with same-role others. The negotiation can be run with individuals or teams representing the 7 parties. Webinar available!

  • A

    All in the Family $3.50

    Authors:
    Joao Neves
    Source:
    DRRC
    Prep Time:
    10 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    All in the Family is a two party exercise that illustrates the strengths and weaknesses of four different procedures for distributing a set of ten items between two parties:  1) “Divide and Choose” works off parties’ own priorities and estimates of the other party’s priorities and encourages students to use and understand the maximization procedure, called Solver, in Excel; 2) “Alternating Selection” illustrates first mover advantage effects; 3) “Bargaining” – face to face or electronic – often leads to suboptimal agreements; 4) “FOTE” (full, open, and truthful exchange) illustrates in what ways students can improve their outcome over their bargained outcome. This exercise includes an Excel spreadsheet for students to use to compare and contrast the different procedures, teaching notes, and a second Excel spreadsheet for the instructor to use to post student results.

  • A

    Alpha Beta $3.50

    Authors:
    Thomas Gladwin; teaching notes Jeanne M. Brett
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    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.

  • A

    Alpha Beta - Spanish version $3.50

    Authors:
    Thomas Gladwin; teaching notes Jeanne M. Brett
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    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.

  • A

    Amanda $3.50

    Authors:
    Jeanne M. Brett & Rekha Karambayya
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    45 mins
    Number of Roles:
    6
    Price Per Role:
    $3.50
    Description

    This is a manager-as-a-third-party exercise. There is a dispute between two managers and a third manager becomes involved as a dispute resolver. There are two versions of the exercise, (P) and (S). In one version the third party manager is a peer of the disputants; in the other version the third party manager is their boss. Important: This listing contains both versions. Consult the teaching notes in the Instructor Packet for information about the differences.

  • A

    Amanda - (P) version $3.50

    Authors:
    Jeanne M. Brett & Rekha Karambayya
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    45 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    This is a manager-as-a-third-party exercise. There is a dispute between two managers and a third manager becomes involved as a dispute resolver. There are two versions of the exercise, (P) and (S). In one version the third party manager is a peer of the disputants; in the other version the third party manager is their boss. Important: Use this version if you want your students to receive the (P) roles only. Consult the teaching notes in the Instructor Packet for information about the differences.

  • A

    Amanda - (S) version $3.50

    Authors:
    Jeanne M. Brett & Rekha Karambayya
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    45 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    This is a manager-as-a-third-party exercise. There is a dispute between two managers and a third manager becomes involved as a dispute resolver. There are two versions of the exercise, (P) and (S). In one version the third party manager is a peer of the disputants; in the other version the third party manager is their boss. Important: Use this version if you want your students to receive the (S) roles only. Consult the teaching notes in the Instructor Packet for information about the differences.

  • A

    Amanda - Spanish (P) version $3.50

    Authors:
    Jeanne M. Brett & Rekha Karambayya
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    45 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    This is a manager-as-a-third-party exercise. There is a dispute between two managers and a third manager becomes involved as a dispute resolver. There are two versions of the exercise. In one version the third party manager is a peer of the disputants, in the other version the third party manager is their boss. Please note: There are two versions of the Amanda exercise, (P) and (S). Consult the teaching notes in the Instructor Packet for information about the differences.

  • A

    Amanda - Spanish (S) version $3.50

    Authors:
    Jeanne M. Brett & Rekha Karambayya
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    45 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    This is a manager-as-a-third-party exercise. There is a dispute between two managers and a third manager becomes involved as a dispute resolver. There are two versions of the exercise. In one version the third party manager is a peer of the disputants, in the other version the third party manager is their boss. Please note: There are two versions of the Amanda exercise, (P) and (S). Consult the teaching notes in the Instructor Packet for information about the differences.