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H
Havana Plants
Description
Please note: The price of this exercise increased on May 1, 2023. Havana Plants is a two-party, single-issue negotiation with integrative potential. It can be used at the beginning of a course when students are first learning the differences between issue types or at the end of a course as a check on students' learning. The exercise highlights the benefit of creating rather than just claiming value and can be conducted outside of class to simulate the informal setting of the negotiation. Webinar available!
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E
Eazy's Garage - DRRC version
Description
DRRC's version of Eazy's Garage is a two-party, qualitative, dispute resolution exercise with some limited opportunities for integrative potential. In Eazy’s Garage, the parties, a dentist and a garage station owner, are in a dispute over a repair bill. The exercise can be used to teach concepts of interests, rights, and power, but the teaching notes do not present that approach. Important: This is the traditional DRRC version of Eazy's Garage. 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.
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B
Blue Buggy
Description
Please note: The price of this exercise increased on May 1, 2023. 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.
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G
Galbraith and Company
Description
Please note: The price of this exercise increased on May 1, 2023. Galbraith and Company is a multiparty, multi-issue negotiation in which coalitions typically control the outcome. It provides the opportunity to discuss group decision making from a negotiation perspective and the effect of coalition formation on the outcomes of group decision making. There are five parties to this case. Note the Galbraith exercise has many features similar to FG&T Towers. An instructor would not want to plan to use both exercises in the same class. However, it might be interesting to use the short coalitions exercise Federated Science Fund prior to negotiating Galbraith to give students skills and familiarity with coalitions. Webinar available!
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O
Outside Offer
Description
Please note: The price of this exercise increased on May 1, 2023. Outside Offer is a two-party, multi-issue negotiation with distributive and integrative elements. It is designed to be used as a second round of negotiation following the New Recruit negotiation exercise. The exercise’s purpose is to give students the experience of a multi-round negotiation. It can be used to teach how previous negotiation history and interpersonal capital (in the form of trust or rapport established in the initial negotiation) can affect the dynamics of subsequent negotiations. Note that unlike New Recruit, the issues in Outside Offer are not quantified, although an instructor may wish to make doing so part of the exercise. A 1-3 week gap between New Recruit and Outside Offer is recommended. Webinar available!
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A
Albion Basin
Description
Please note: The price of this exercise increased on May 1, 2023. The Albion Basin is a watershed located within the Wasatch Mountains east of Salt Lake City, Utah. This negotiation exercise calls on multiple parties (7 of them) with interests in the Albion Basin to try to reach an agreement concerning sustainable land use of the basin. The exercise challenges negotiators to identify and value issues and options. Directions walk students through how to develop a scoring sheet that values and prioritizes the issues for their role. (Raiffa’s Formal Analysis, 1982). During preparation participants meet with same-role others. The negotiation can be run with individuals or teams representing the 7 parties. Webinar available!
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Î
Ι Texoil - Discontinued
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
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Q
Quickstop Mall
Description
Please note: The price of this exercise increased on May 1, 2023. Quickstop Mall is a mediation simulation that presents the challenge of a dispute that does not lend itself to an economic resolution. The mediator must focus on interest-based solutions and lead the parties to recognize and respect each other’s interests. This exercise is ideal for the mediation or negotiation instructor trying to encourage students to acknowledge emotions and identify key needs and interests and to discourage them from quickly seeking a financial settlement.
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T
Team Contract
Description
Please note: The price of this exercise increased on May 1, 2023. Intact working groups develop a team contract, which specifies the norms, behaviors, expectations, and responsibilities for which they will hold themselves and the other team members accountable. An example of a team contract from industry is provided.
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K
Kirat Housing Development Society
Description
This case involves the impact of bribery, or the suggestion of bribery, on a negotiation. Students will be able to identify and quantify the personal and corporate risk of bribery, examine how bribery affects choices, understand the Foreign Corrupt Practices Act (FCPA), and evaluate exit options, such as whistleblowing, and their risks.