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All 224 Results

  • Ι Texoil - Discontinued $

    Authors:
    na
    Source:
    na
    Description

    This exercise is no longer available from DRRC.  Please contact Professor Stephen B. Goldberg.   Consider instead: BioPharm-Seltek, Buying a House, Coffee Contract, Computron Pharmaceuticals, Energetics Meets Generex, Kukui Nuts, More Growth for Tonto Bar & Grill, Non-Profit Conflict, Thai Solar ParkZephyr

  • 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.

  • H

    H&G Household Goods $3.50

    Authors:
    Tanya Menon, Leigh Thompson and Evelyn Williams
    Source:
    KTAG
    Prep Time:
    20 mins - 30 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    Household Goods is a conversation between a superior and a subordinate concerning the role the subordinate will take in a team to develop marketing for a new product. The idea for the new product and access to the product’s technology came from the subordinate. However, the superior is uncertain about whether to turn leadership of the team over to the subordinate. This exercise can be debriefed and discussed in 5 different ways: conflict management; negotiating interpersonal relationships; creative problem-solving; power and relationships; and influence.

  • C

    Coffee Contract - (W) version $3.50

    Authors:
    Tony Simons & Thomas Tripp
    Source:
    DRRC
    Prep Time:
    15 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    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 bargaining zone, reservation prices, BATNAs, as well as distributive negotiation tactics, openings, concession making, and threats. Creative students may build in some integrative elements, and even if the students fail to find these creative ideas, the instructor can use them to introduce integrative negotiations. Important: there are two versions of this exercise, (S) & (W). Use this version if you want your students to receive the (W) roles only. Consult the teaching notes in the instructor packet for information about the differences between the two.   See also: BioPharm-Seltek, Buying a House, Energetics Meets Generex, GI Fix, Sugar Bowl

  • 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.

  • I

    International Lodging Merger $3.50

    Authors:
    Tony Simons & Judi McLean Parks
    Source:
    DRRC
    Prep Time:
    60 mins
    Negotiation Time:
    60 mins - 90 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    International Lodging Merger is a quantified, integrative negotiation about the merger of a U.S. and a Brazilian hotel chain. The point structure motivates culturally different behaviors from the negotiators. Key cultural differences between the U.S. and Brazil that have been incorporated into the exercise include: time, power distance, individualism/collectivism, and universalism/particularism.

  • C

    Coffee Contract - (S) version $3.50

    Authors:
    Tony Simons & Thomas Tripp
    Source:
    DRRC
    Prep Time:
    15 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    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 bargaining zone, reservation prices, BATNAs, as well as distributive negotiation tactics, openings, concession making, and threats. Creative students may build in some integrative elements, and even if the students fail to find these creative ideas, the instructor can use them to introduce integrative negotiations. Important: there are two versions of this exercise, (S) & (W). 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 between the two.   See also: BioPharm-Seltek, Buying a House, Energetics Meets Generex, GI Fix, Sugar Bowl

  • C

    Celtic Luck $3.50

    Authors:
    Joao Neves
    Source:
    DRRC
    Prep Time:
    5 mins - 10 mins
    Negotiation Time:
    10 mins - 15 mins
    Number of Roles:
    1
    Price Per Role:
    $3.50
    Description

    Celtic Luck is a simple, yet puzzling, exercise based on Prof. Howard Raiffa’s example of offering one ticket to a basketball game to each of his two best students only to find out that they had already made previous arrangements with their respective significant others. The exercise is designed to introduce fundamental negotiation concepts, especially the creation of alternatives. Two uncommon and challenging features are the fact that the exercise involves simultaneous buy and sell propositions and that the tickets seem to be worth either a lot or nothing. Celtic Luck can be used in large settings (as in an auditorium) or in small classes. Extensive ideas for debriefing are provided. Webinar available now!

  • C

    Commodity Purchase $3.50

    Authors:
    Leonard Greenhalgh
    Source:
    Creative Consensus, Inc.
    Prep Time:
    15 mins
    Negotiation Time:
    30 mins - 45 mins
    Number of Roles:
    6
    Price Per Role:
    $3.50
    Description

    This simulation is best run with six participants in each group, but can be run with fewer. It involves a seller who has 100,000 pheasant eggs and up to five buyers who need the eggs for very different purposes. If the eggs are simply auctioned to the highest bidder, the seller achieves a suboptimal outcome. Combinations of buyers can pool their purchasing power and, instead of competing, collaborate to share the produce.

  • Ι Player - Discontinued $

    Authors:
    na
    Source:
    na
    Description

    This exercise is no longer available from DRRC.  Please contact Holly Schroth.   Consider instead: Coffee Contract, International Lodging Merger, Internship, New Car, New Recruit, Starlet, Stopwatch, Sweet Shops