Sort By

Current Filters:

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

All 283 Results

  • K

    Kidney Case $3.50

    Authors:
    David Austen-Smith, Timothy Feddersen, Adam Galinsky & Katie Liljenquist
    Source:
    DRRC
    Prep Time:
    60 mins
    Negotiation Time:
    30 mins - 90 mins
    Number of Roles:
    1
    Price Per Role:
    $3.50
    Description

    The Kidney Case is multi-person exercise that involves the allocation of a single kidney. Students read profiles of eight candidates for the kidney and make a first allocation decision. Each candidate was designed to be high on some allocation principles but low or unknown on others (e.g., best, match, time in cue, age, personal responsibility for disease, future benefits to society, etc.). Then, students are put into groups and assigned to advocate for one of the candidates. Each group will prepare and give a 3-minute presentation on why their candidate should receive the kidney. Finally, students make a second allocation decision. Topics for class discussion include value-based principles of resource allocation, persuasion and influence, procedural versus distributive justice, the advocacy effect, and the utility of and ethical considerations for the use of markets. This exercise can be used in Leadership, Negotiation, Power/Politics, and Ethics courses. Part 1: 10-15 minutes. Working individually, students read the case and rank order the kidney candidates. Part 2: 15-20 minutes. Divide the class into eight groups and assign each group a kidney candidate. Tell each group to prepare a 3 minute presentation advocating for their candidate to receive the kidney. (Groups do not have to be equal size). Part 3: 20-25 minutes. Students make their presentations (eight presentations in total). Part 4: 5 minutes. Working individually, students re-rank the candidates. Part 5: 30-90 minutes. Discussion Webinar available!

  • A

    Amanda $3.50

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

    Please note: This exercise will no longer be available from DRRC as of 9/1/22. 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.

  • C

    Cascade Manor $3.50

    Authors:
    Susan Brodt & Leigh Thompson
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    45 mins
    Number of Roles:
    4
    Price Per Role:
    $3.50
    Description

    This is a team-on-team quantified negotiation exercise with integrative potential. It contains distributive, compatible, and logrolling issues. It also deals with common and uncommon knowledge, as teammates do not have all the same information. This exercise provides an excellent opportunity to discuss the management of a negotiation team.

  • T

    Towers Market $3.50

    Authors:
    Rebecca Beggs, Jeanne M. Brett & Laurie Weingart
    Source:
    NTR
    Prep Time:
    30 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    4
    Price Per Role:
    $3.50
    Description

    Please note: This exercise will no longer be available from DRRC as of 9/1/22. This is a multiparty (4), multi-issue (5), quantified negotiation. The exercise is useful for teaching negotiation concepts in the context of group decision making. There are many Pareto optimal solutions and even more that are suboptimal.   See also: Aussie Air, Harborco, Mouse, Oceanwide Shipping

  • P

    PB Technologies $3.50

    Authors:
    Randall Peterson
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    20 mins
    Number of Roles:
    5
    Price Per Role:
    $3.50
    Description

    PB Technologies is a hidden profile task designed to teach the importance of, and strategies for, effective information sharing in teams. In this activity, the top management team of PB Technologies is asked to recommend to the CEO one of three finalists for the position of Chief Financial Officer (CFO). For one candidate, the only common information is negative, and most groups eliminate her without discussion. If groups do discuss her and share information effectively, they discover that she has the most positive profile overall. The other two candidates each have significant unshared negative information. One candidate has a moderate amount of negative information. Most of unshared information for the other is negative.

  • Î

    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

    Securing Our Society $3.50

    Authors:
    Brian Gunia
    Source:
    DRRC
    Prep Time:
    15 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    This exercise is intended to teach integrative, deal-making negotiation skills to individuals involved in nonprofit, public policy, or government, and uses a context that is familiar for these audiences. Though described as a two-on-two negotiation, Securing our Society can easily be used as a one-on-one negotiation. The exercise has been used to good effect with audiences varying in experience, from students to professionals. IMPORTANT: This case was updated in two ways in February 2019, one, regarding each party’s BATNA/Reservation Price, and two, updating point totals. Consult the teaching notes in the instructor packet for more information.

  • S

    SHARC: Competitive Decision Making Version $3.50

    Authors:
    Kimberly A. Wade-Benzoni, Ann E. Tenbrunsel & Max H. Bazerman
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    4
    Price Per Role:
    $3.50
    Description

    The Competitive Decision Making version of SHARC is an asymmetric social dilemma. The numbers are not the same as the regular version of SHARC. There is no solution in the Competitive Decision Making version of SHARC that allows parties to cut the harvest to the sustainable level of 2,500 metric tons and to maintain their profits. This is a much harder exercise than the generic version of SHARC, and we recommend it for more advanced MBA students. The teaching notes have been expanded for 2008.

  • T

    Thai Solar Park $3.50

    Authors:
    Valentin Ade
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    The Thai Solar Park is a two-party integrative deal making exercise that illustrates using contingent contracts to close the gap between the seller’s high and the buyer’s low level of confidence in the seller’s analysis of the energy yield of a plant that is currently under construction. Depending on the placement in the course and whether or not the students are likely to be familiar with contingent contracts, the instructor may want to introduce contingent contracts when assigning the exercise. If so, allow more time for preparation. The teaching notes provide a thorough overview of the literature on contingent contracts.  

  • 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

    Please note: This exercise will no longer be available from DRRC as of 9/1/22. 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.