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All 264 Results

  • S

    Speed Ventures - Parts A&B (Revised 2018) $4.50

    Authors:
    Jack Brittain & Sim Sitkin
    Source:
    DRRC
    Prep Time:
    20 mins
    Negotiation Time:
    30 mins - 50 mins
    Number of Roles:
    1
    Price Per Role:
    $4.50
    Description

    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 enter an automobile race. Important: Two pieces of information in this exercise are different from the information in the Carter Racing exercise. First, the names have been changed to be gender-neutral. Second, the financial information and expected value calculations have changed – see the slides in the instructor packet for the updated calculations. Important: Use this version if you want students to receive both Parts A&B as one document.   See also: Carter Racing

  • M

    Mouse - DRRC version $3.50

    Authors:
    Geoffrey Fink & Maria Baute Stewart; edited by Stephen B. Goldberg & Jeanne M. Brett
    Source:
    Program on Negotiation (PON) at Harvard Law School
    Prep Time:
    60 mins
    Negotiation Time:
    90 mins
    Number of Roles:
    6
    Price Per Role:
    $3.50
    Description

    Mouse is a six-party negotiation based loosely on EuroDisney's rocky start in France. At the table are four mayors of French communities, a representative of the Mouse Corporation, and an official of the French national government. Mouse teaches multiparty, multi-issue, and multi-cultural negotiation. Interesting teaching points regarding BATNA. Important: This is the traditional DRRC version of Mouse. 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.   See also: Aussie Air, Harborco, Towers Market

  • S

    Sugar Bowl - Distributive version $3.50

    Authors:
    Gaylen D. Paulson
    Source:
    DRRC
    Prep Time:
    5 mins
    Negotiation Time:
    5 mins - 10 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    Sugar Bowl is a fun and compact introductory exercise originally designed for use in short negotiation seminars or workshops. The exercise presents a very approachable negotiating context, and one that persons are likely to feel is relevant to their own experiences. The key to the exercise is a relatively generous positive bargaining zone that often leaves both sides initially feeling successful, but later realizing they might have gotten a better distributive outcome (and thereby making them more receptive to course material). In a very short space of time, issues are raised related to aspirations, reservation prices, alternatives, bargaining zones, and tactics for effective value claiming. Important: there are two versions of this exercise, Distributive and Integrative. Use this version if you want your students to receive the (Dis) roles only. Consult the teaching notes in the instructor packet for information about the differences between the two. Webinar available!   See also: BioPharm-Seltek, Buying a House, Coffee Contract, Energetics Meets Generex, GI Fix

  • Ι Texoil - Discontinued $

    Authors:
    na
    Source:
    na
    Description

    This exercise is no longer available from DRRC.  Please contact Professor Stephen B. Goldberg.   Consider instead: Coffee Contract, D-Loyal, Havana Plants, Kukui Nuts, Non-Profit Conflict, Zephyr

  • 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.

  • G

    GI-Fix $3.50

    Authors:
    Max H. Bazerman
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    30 mins - 45 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    GI-Fix is a two-party, distributive negotiation between the head of a pharmacy for an HMO and the sales representative of a pharmaceutical company over the price and volume of a drug. The buyer and seller already have a multi-year agreement. The problem involves a situation in which the buyer is planning on violating a contract within an industry that has strong norms against sellers legally enforcing contracts.   See also: BioPharm-Seltek, Buying a House, Coffee Contract, Energetics Meets Generex, Sugar Bowl

  • S

    Squabbling Authors $3.50

    Authors:
    Katheryn M. Dutenhaver
    Source:
    DRRC
    Prep Time:
    5 mins
    Negotiation Time:
    20 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    Two anthropologists have finished a book manuscript and are having trouble deciding whose name should go first. Squabbling Authors can be used as a mediation exercise or it can be used to demonstrate the difference between mediation and arbitration. Please note: Students should be assigned in groups of three, although there is only one role and all students receive the same role information.

  • M

    Motorola's Droid 2: The Product Manager's Dilemma $3.50

    Authors:
    Mohanbir Sawhney, John Miniati, Kim Patrick Junsoo, and Pallavi Goodman
    Source:
    Kellogg Case Publishing
    Prep Time:
    60 mins - 60 mins
    Negotiation Time:
    60 mins - 60 mins
    Number of Roles:
    8
    Price Per Role:
    $3.50
    Description

    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 potentially create deep fissures in a hitherto highly effective team. Students will be able to experience the dynamics of cross-functional teams in product management, practice running effective meetings, manage various personalities and points of view, understand the importance of setting goals and expectations, and build relationships and influence, even when one does not have direct authority.

  • B

    Book Contract $3.50

    Authors:
    Source:
    Program on Negotiation (PON) at Harvard Law School
    Prep Time:
    10 mins - 15 mins
    Negotiation Time:
    10 mins - 30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    This two-party, single-issue, distributive negotiation is between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising client. This exercise is an excellent vehicle for comparing principled negotiation and positional bargaining. Since the case does have a strong competitive element, there is ample opportunity to explore techniques for indirectly and directly extracting information from the other side. Likewise, techniques of protecting oneself from “giving up” the possibility for gains that were unforeseen can be explored and discussed.

  • P

    Paradise Project - (S) version $3.50

    Authors:
    Jeanne M. Brett, Rekha Karambayya, Catherine A. Tinsley & Anne Lytle
    Source:
    NTR
    Prep Time:
    30 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    Paradise Project is a version of Amanda set in a Mexican tile manufacturing facility. It is a dispute between two managers in which a third manager gets involved. Important: there are TWO versions of this exercise, P and S. Use this version if you want your students to receive the (S) roles only. Consult the teaching notes in the instructor packet for information on the different versions.