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All 284 Results

  • W

    Who Lives?: A Group Decision Making Exercise

    Authors:
    Shara Toursh Pavlow
    Source:
    DRRC
    Prep Time:
    20 mins
    Negotiation Time:
    70 mins
    Number of Roles:
    6
    Price Per Role:
    $3.75 - $6.00
    Description

    Participants engage in a small group decision making activity using the functional perspective of group decision making. During the exercise, they are charged to make a difficult (life or death) group decision that is complicated by hidden agendas, missing information, erroneous data, personal alliances, and time constraints. Group members must navigate this minefield of challenges to create an effective decision making process, engage in constructive group discussion, and reach an agreement based on choices that reflect both facts and values. Webinar available!

  • O

    Outside Offer

    Authors:
    William Maddux
    Source:
    DRRC
    Prep Time:
    30 mins - 45 mins
    Negotiation Time:
    30 mins - 45 mins
    Number of Roles:
    2
    Price Per Role:
    $3.75 - $6.00
    Description

    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!

  • E

    Energetics Meets Generex

    Authors:
    W. Trexler Proffitt, Jr.
    Source:
    DRRC
    Prep Time:
    10 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.75 - $6.00
    Description

    This is a two-party, distributive negotiation based on a real California wind energy farm transaction in 2002. It is good for illustrating biases including anchoring and availability. There is the option to provide an outside offer during the negotiation that illustrates the power of BATNA. Important: there are TWO versions of this exercise, HB and LB. This listing contains both versions, but each is also available separately. Consult the teaching notes in the instructor packet for information on the different versions. Webinar available!   See also: BioPharm-Seltek, Buying a House, Coffee Contract, GI Fix, Sugar Bowl

  • F

    Federated Science Fund - (F) version

    Authors:
    Elizabeth A. Mannix
    Source:
    DRRC
    Prep Time:
    10 mins
    Negotiation Time:
    45 mins
    Number of Roles:
    3
    Price Per Role:
    $3.75 - $6.00
    Description

    This is a three-person coalition exercise. The exercise manipulates the power of the players, the preferred distribution norm, and the level of expected future interaction, creating a tension between allocation based on power versus distribution norms. The expectation of future interaction further complicates the choice of whether or not to form two-way or three-way coalitions. Important: there are TWO versions of this exercise, F and NF. Use this version if you want your students to receive the (F) roles only. Consult the teaching notes in the instructor packet for information on the different versions.

  • 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

    Summer Interns Program

    Authors:
    By Blair Sheppard, Roy Lewicki and Catherine Tinsley
    Source:
    DRRC
    Prep Time:
    60 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    2
    Price Per Role:
    $3.75 - $6.00
    Description

    This is a dispute between the heads of engineering and personnel. It can be used to teach interests, rights, and power in multiple cultures. It has good comparative culture data in the teaching notes.

  • G

    Gas Station Game

    Authors:
    J. Keith Murnighan
    Source:
    DRRC
    Prep Time:
    10 mins
    Negotiation Time:
    30 mins - 40 mins
    Number of Roles:
    1
    Price Per Role:
    $3.75 - $6.00
    Description

    This is a prisoner's dilemma game for two individuals or two parties. It revolves around repeated price-setting choices by the owners of two gasoline stations. It moves from no communication, to communication, to a known endpoint looming in the near future. The exercise shows the conflicts people have in making basic cooperative or non cooperative choices and raises issues of trust, intergroup, and intragroup coordination.

  • B

    Bullard Houses - DRRC version 2019

    Authors:
    Ron Karp; revised by Mox Tan, David Gold, Andrew Clarkson, Paul Cramer, Douglas Stone & Bruce M. Patton
    Source:
    Program on Negotiation (PON) at Harvard Law School
    Prep Time:
    60 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    DRRC's version of Bullard Houses is an excellent exercise for raising issues of ethics in negotiation. It is a one-on-one, qualitative negotiation between agents over a piece of prime real estate. It emphasizes the role of agents, lying, misrepresentation, and trust. The teaching notes have been updated and the confidential roles simplified. Important: This is the traditional DRRC version of Bullard Houses, adapted from the original written for the Harvard Negotiation Project. For consistency, it has been updated with the current Program on Negotiation (PON) at Harvard Law School branding and copyright information, but the text has not changed from the previous DRRC version. The PON version of Bullard Houses, intended primarily for law students, is available here. Consult the teaching notes in the Instructor Packet for differences between the two.

  • O

    Oceania!

    Authors:
    Leigh Thompson
    Source:
    DRRC
    Prep Time:
    60 mins - 90 mins
    Negotiation Time:
    60 mins - 90 mins
    Number of Roles:
    2
    Price Per Role:
    $3.75 - $6.00
    Description

    Oceania! is a complex two-party negotiation between a theater manager and a New York production company. There are several issues to be negotiated, and reaching an integrative agreement requires several different kinds of skills. This exercise is a companion exercise to Windy City Theater, which focuses on cross-functional teams.

  • Ι Player - Discontinued

    Authors:
    na
    Source:
    na
    Description

    This exercise is no longer available from DRRC.  Please contact Holly Schroth.   Consider instead: Coffee Contract, International Lodging Merger, Internship, New Car, New Recruit, Starlet, Stopwatch, Sweet Shops