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Kellogg Case Collection
Negotiation Time (In minutes)

All 297 Results

  • A

    Amanda - Spanish (S) version $3.50

    Authors:
    Jeanne M. Brett & Rekha Karambayya
    Source:
    DRRC
    Prep Time:
    30 mins
    Negotiation Time:
    45 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    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. In one version the third party manager is a peer of the disputants, in the other version the third party manager is their boss. Please note: There are two versions of the Amanda exercise, (P) and (S). Consult the teaching notes in the Instructor Packet for information about the differences.

  • 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.

  • A

    Architectural Design Firm $3.50

    Authors:
    Linda Palmer & Leigh Thompson
    Source:
    DRRC
    Prep Time:
    25 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    Three-member cross-functional teams negotiate the design of a house, in which a client specifies required features and a limited budget. Each negotiator is assigned a role: the structural expert, the finish expert, or the land expert. Each expert is given confidential information about pricing for various options they can include in the design plan, a confidential profit schedule (indicating how much profit they will make if their option is included in the design), and special bonus information involving integrative tradeoffs. The main task of the group is to determine the set of options, beyond those required by the client, to be included in the design for the house. The exercise involves three dependent measures: perceptions of group members' competitiveness, joint profit (and integrative trade-offs), and equality of resource distribution.

  • A

    Architectural Design Firm - Spanish version $3.50

    Authors:
    Linda Palmer & Leigh Thompson
    Source:
    DRRC
    Prep Time:
    25 mins
    Negotiation Time:
    60 mins
    Number of Roles:
    3
    Price Per Role:
    $3.50
    Description

    Three-member cross-functional teams negotiate the design of a house, in which a client specifies required features and a limited budget. Each negotiator is assigned a role: the structural expert, the finish expert, or the land expert. Each expert is given confidential information about pricing for various options they can include in the design plan, a confidential profit schedule (indicating how much profit they will make if their option is included in the design), and special bonus information involving integrative tradeoffs. The main task of the group is to determine the set of options, beyond those required by the client, to be included in the design for the house. The exercise involves three dependent measures: perceptions of group members' competitiveness, joint profit (and integrative trade-offs), and equality of resource distribution.

  • A

    At Ford, Turnaround Is Job One $3.50

    Authors:
    Kellogg
    Source:
    Kellogg Case Publishing
    Number of Roles:
    1
    Price Per Role:
    $3.50
    Description

    This case demonstrates that internal issues alone can derail a company and emphasizes the importance of leadership in fostering the right corporate culture to turn a company around. Students will identify the key internal and external factors that can contribute to a company’s decline and learn the importance of diagnosing issues within each of three major aspects of a company—strategy, operations, and financials—in order to develop a successful turnaround plan.

  • A

    At Your Service $3.50

    Authors:
    Jeanne M. Brett & Michele Gelfand
    Source:
    NTR
    Prep Time:
    15 mins - 20 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    8
    Price Per Role:
    $3.50
    Description

    This is an exercise that can be used to teach integrative negotiation skills in the context of deal making or dispute resolution. The exercise was intended for undergraduates; however, it may be used with more advanced students especially to illustrate: 1) the differences between negotiating deals versus disputes, and 2) negotiating as a solo and negotiating as a team in the deal making/dispute resolution context. It can also be used to illustrate how culture interacts with negotiation context. Important: there are FOUR versions of this exercise, two of teams and two of one-on-one. This listing contains all four, but each is available separately. Consult the teaching notes in the instructor packet for information on the different versions.

  • A

    At Your Service - (D) version $3.50

    Authors:
    Jeanne M. Brett & Michele Gelfand
    Source:
    NTR
    Prep Time:
    15 mins - 20 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    This is an exercise that can be used to teach integrative negotiation skills in the context of deal making or dispute resolution. The exercise was intended for undergraduates; however, it may be used with more advanced students especially to illustrate: 1) the differences between negotiating deals versus disputes, and 2) negotiating as a solo and negotiating as a team in the deal making/dispute resolution context. It can also be used to illustrate how culture interacts with negotiation context. Important: there are FOUR versions of this exercise, two of teams and two of one-on-one. Use this version if you want your students to negotiate the Deal one-on-one. Consult the teaching notes in the instructor packet for information on the different versions.

  • A

    At Your Service - (DR) version $3.50

    Authors:
    Jeanne M. Brett & Michele Gelfand
    Source:
    NTR
    Prep Time:
    15 mins - 20 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    This is an exercise that can be used to teach integrative negotiation skills in the context of deal making or dispute resolution. The exercise was intended for undergraduates; however, it may be used with more advanced students especially to illustrate: 1) the differences between negotiating deals versus disputes, and 2) negotiating as a solo and negotiating as a team in the deal making/dispute resolution context. It can also be used to illustrate how culture interacts with negotiation context. Important: there are FOUR versions of this exercise, two of teams and two of one-on-one. Use this version if you want your students to negotiate the Dispute one-on-one. Consult the teaching notes in the instructor packet for information on the different versions.

  • A

    At Your Service - (DRT) version $3.50

    Authors:
    Jeanne M. Brett & Michele Gelfand
    Source:
    NTR
    Prep Time:
    15 mins - 20 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    This is an exercise that can be used to teach integrative negotiation skills in the context of deal making or dispute resolution. The exercise was intended for undergraduates; however, it may be used with more advanced students especially to illustrate: 1) the differences between negotiating deals versus disputes, and 2) negotiating as a solo and negotiating as a team in the deal making/dispute resolution context. It can also be used to illustrate how culture interacts with negotiation context. Important: there are FOUR versions of this exercise, two of teams and two of one-on-one. Use this version if you want your students to negotiate the Dispute as a team. Consult the teaching notes in the instructor packet for information on the different versions.

  • A

    At Your Service - (DT) version $3.50

    Authors:
    Jeanne M. Brett & Michele Gelfand
    Source:
    NTR
    Prep Time:
    15 mins - 20 mins
    Negotiation Time:
    30 mins
    Number of Roles:
    2
    Price Per Role:
    $3.50
    Description

    This is an exercise that can be used to teach integrative negotiation skills in the context of deal making or dispute resolution. The exercise was intended for undergraduates; however, it may be used with more advanced students especially to illustrate: 1) the differences between negotiating deals versus disputes, and 2) negotiating as a solo and negotiating as a team in the deal making/dispute resolution context. It can also be used to illustrate how culture interacts with negotiation context. Important: there are FOUR versions of this exercise, two of teams and two of one-on-one. Use this version if you want your students to negotiate the Deal as a team. Consult the teaching notes in the instructor packet for information on the different versions.