Sort By

Current Filters:

Negotiation
Teamwork
Decision Making
Foreign Language
Kellogg Case Collection
Negotiation Time (In minutes)

All 245 Results

  • V

    Virtual Victorian $3.50

    Authors:
    Wendi Adair, Gaylen D. Paulson & W. Trexler Proffitt, Jr.
    Source:
    DRRC
    Prep Time:
    60 mins
    Number of Roles:
    4
    Price Per Role:
    $3.50
    Description

    Virtual Victorian is a distributive, house buying negotiation that is carried out through agents and via email. There are four parties: the buyer, the buyer's agent, the seller, and the seller's agent.

  • 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

    College Town Apartments $3.50

    Authors:
    Leigh Thompson
    Source:
    DRRC
    Prep Time:
    45 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    This is a qualitative exercise. The dispute is between two college roommates concerning the timely payment of rent. The exercise has a large variety and range of mutually acceptable outcomes. It involves perceptual differences regarding one's own behavior as well as the other party's. Since the two parties live together and share common interests, relational, emotional, and social issues also factor into the resolution.

  • 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

  • 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

  • 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

    Analogical Reasoning - Free exercise $0.00

    Authors:
    Leigh Thompson
    Source:
    KTAG
    Negotiation Time:
    20 mins - 45 mins
    Number of Roles:
    1
    Description

    Analogical Reasoning introduces students to learning by analogy (comparison based on structural versus superficial similarity) with the goal of improving their ability to apply concepts learned in the classroom to real world (business) situations. The unit consists of 5 exercises or “demos” - the Tumor and Fortress Demo, the Contingent Contract Demo; the Logrolling Demo, the Sunk Cost Demo and the Proverb Demo. These “demos” can be used singly or in combination to help students and improve their ability to learn, store, and access structural knowledge. Please note: There is no charge for this exercise. Everything you need to run the exercise is included in the Instructor Packet. Click on "learn more" to download it.

  • B

    Blue Buggy (2019) $3.50

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

    This is a two-party deal making exercise with a negative bargaining zone. Nevertheless 15% - 20% of negotiators reach agreement illustrating irrationality and agreement biases. Another 15% - 20% generate creative agreements that illustrate the limitations of the frames and assumptions negotiators bring to the table. Please note: Information in the roles has been updated, but the prices remain the same.

  • 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 $3.50

    Authors:
    Gaylen D. Paulson
    Source:
    DRRC
    Prep Time:
    5 mins
    Negotiation Time:
    5 mins - 10 mins
    Number of Roles:
    4
    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. This listing contains both versions, but each are also available separately. 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