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All 236 Results

  • 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

  • N

    New Car $3.50

    Authors:
    Janice Nadler, Leigh Thompson & Michael Morris
    Source:
    DRRC
    Prep Time:
    15 mins - 20 mins
    Negotiation Time:
    30 mins - 45 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    This two-party, multi-issue negotiation between a buyer and a seller for a Plymouth Takeover challenges students' integrative and distributive negotiation skills. Participants are randomly assigned to the buyer and seller roles and are provided with information about the various issues, options, and alternatives (e.g., color, financing, warranty, extras, etc.). The goal of each negotiator is to maximize his or her profits. In the negotiation, eight issues are of concern, four of which are variable-sum issues. Following the negotiation, participants may be asked to complete a questionnaire asking each negotiator to: 1) estimate the other party's payoff schedule, and 2) answer questions regarding their perceptions of their own and the other party's behavior, attitudes, and interests.

  • 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.

  • D

    Dollar Auction - Free exercise $

    Authors:
    J. Keith Murnighan
    Source:
    DRRC
    Prep Time:
    5 mins
    Negotiation Time:
    10 mins - 25 mins
    Number of Roles:
    1
    Description

    This is a classroom exercise that was originally created by Martin Shubik in 1971. It creates a context in which escalation of commitment almost always results. It shows how public commitments often lead to additional investments, often to the investor’s ultimate detriment. It also shows how emotions and the desire ‘to get a deal’ can be tremendously costly. The teaching notes for this exercise document several extreme cases, where the bidding really got out of hand. 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. Webinar available!

  • G

    Granite Corporation in Costa Rica $3.50

    Authors:
    Adrianne Kardon & Jeanne M. Brett
    Source:
    DRRC
    Prep Time:
    60 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    This negotiation illustrates the situation when a U.S. company has a foreign government on the other side of the table and an activist environmental group demonstrating outside.

  • N

    Non-Profit Conflict $3.50

    Authors:
    Cabin Kim
    Source:
    DRRC
    Prep Time:
    15 mins
    Negotiation Time:
    10 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    Non-Profit Conflict is a 2- party exercise with integrative potential if the parties share information about their interests rather than sticking to their positions.  Two parties are vying over a piece of property.   Non-Profit Conflict can be used to teach the difference between fixed and variable pie negotiations, between positions and interests.  It illustrates what information to share and under what circumstances to achieve an integrative agreement.

  • O

    Ozark River Bank $3.50

    Authors:
    Courtney Shelton Hunt
    Source:
    DRRC
    Negotiation Time:
    45 mins - 60 mins
    Number of Roles:
    1
    Price Per Role:
    $3.50
    Description

    In this exercise, students take on the role of a general manager of the Ozark River Bank (ORB). The objective of the exercise is to have students select three individuals, from the five who are available, to work on a team to devise a restructuring plan for a local company that is anticipated to default on its loans. The exercise works on two levels. First, it allows students to address the interpersonal and skill factors that contribute to/detract from team functioning. Second, it provides students with direct experience in individual and group decision making. There are some key differences when the exercise is used to reinforce concepts related to intragroup dynamics and when it is used in the context of decision making. Teaching notes are supplied to provide guidelines for using the exercise in a groups/teams context and in a decision making context.

  • 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

  • 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.