Sort By
Current Filters:
All 26 Results
-
E
EverGreen-FlexFacturing
Description
The EverGreen-FlexFacturing Negotiation is a distributive exercise involving a growing startup looking to buy a facility to manufacture its line of plant-based, recyclable products (shoes, handbags, outerwear, etc.). They are negotiating with a contract-manufacturing firm looking to divest some of their properties to correct for a previous period of over-expansion. The primary issue is about the price of the plant, but several smaller issues (including a real estate agent’s fee and the possible inclusion of some expensive machinery) add complexity. This exercise would be suitable for undergraduates, MBA students, or executives. Designed for use on the first day of class, this exercise allows for a smooth introduction of the three central concepts of effective planning in negotiation: BATNA, Reservation Point, and Target, as well as discussion about opening offers and patterns of concessions, the importance of ignoring both extraneous information and random “opportunities” that may not suit a particular business, and how important it is to take opportunities to address fairness perceptions.
-
F
Fillmore Lawns
Description
Fillmore Lawns is a complex multi-party, multi-issue negotiation concerning a large real estate deal with several stakeholders. It can be taught as a single- or double-round exercise. Preparation for round one should be done outside of class. Key takeaways include: coalitions, process strategies, sequencing, changing dynamics, and reputation and trust.
-
H
Harborco - DRRC version
Description
This is a multiparty, multi-issue, quantified negotiation. Harborco wishes to develop a deep-water port on the eastern seaboard. Attending the meeting are representatives of the governor, unions, environment, and other parts of the federal government. Most solutions are Pareto optimal. It is useful for discussing leadership of such groups and the role of the party trying to keep the status quo. Please note that the confidential information for the roles in Harborco is widely available on the web. Important: This is the traditional DRRC version of Harborco. 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. See also: Aussie Air, Mouse, Oceanwide Shipping
-
H
Harborco - PON (law school) version
Description
This is a six-party, multi-issue, scorable negotiation involving a dispute over the building of a deep-water port. It introduces and explores the uses of principled negotiation and coalitions. Representatives of the government, unions, and the environment get involved. Important: This is the official PON version of Harborco, newly added to our collection, from the Program on Negotiation at Harvard Law School and primarily intended for law students. The traditional DRRC version of Harborco is available here. Consult the teaching notes in the Instructor Packet for differences between the two.
-
H
Hemisphere Development LLC: Betting on a Brownfield
Description
This case involves the decisions and processes surrounding the potential acquisition and redevelopment of an automotive plant. Students will learn about creatively structuring and financing unique transactions, the importance of baseline analysis in dealing with contaminated properties, the different types of constituents in public-private transactions, and the benefits of specialized expertise in deal-making.
-
L
Leasing a City Apartment
Description
This interactive lease negotiation exercise is a two-party negotiation of multiple issues. In addition to demonstrating BATNA, issues, positions, and reservation points, it can be used to introduce or reinforce several additional negotiation concepts including underlying interests, priorities, logrolling, concessions, and advance planning.
-
M
More Growth for Tonto Bar & Grill
Description
This is a two-party, quantifiable negotiation involving a restaurant chain seeking to lease a new location from a commercial developer. It is best to assign this exercise after students have acquired basic negotiation skills. Although there is some integrative potential in the negotiation, most of the issues are distributive with asymmetric point scales. This is an excellent exercise for teaching distributive negotiation strategy in a complex multi-issue deal making negotiation. Webinar available!
-
Q
Quickstop Mall
Description
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.
-
R
Right of Acquisition: Options in Commercial Real Estate
Description
After reading and analyzing the case, students will be able to: Apply real options theory to the valuation of a purchase option in a commercial real estate lease. Identify the common mistakes in applying traditional discounted cash flow (DCF) analysis to financial problems with option components.
-
R
Rooftop Deck
Description
This is a decision that must be made jointly between three interdependent condominium owners. It can be used to teach interests, rights, and power. As not all parties have the same information, it is also useful to teach the value of searching for unique information.