Webinars

  • Aussie Air

    By:
    Brooks Holtom
    Date:
    05/18/2012
    School:
    Georgetown University

    This is a quantifiable, 5-party, dynamic negotiation exercise modeled on the takeover attempt of Qantas Air by a Macquarie Bank-led consortium. The purpose is to demonstrate how negotiations are influenced by social context: new information, changing interests, and shifting coalitions. To simulate these social context effects, the exercise is divided into three general meetings of all the parties broken up by 2 private or small group conferences. Exercise Available Here!

     

  • Bradshaw Foundation

    By:
    Louisa Egan Brad
    Date:
    04/01/2020
    School:
    University of Portland

    This is an excellent exercise for raising issues of ethics and representation in negotiation. It is a one-on-one, qualitative negotiation between 2 parties over the location of an art collection. The role of understanding interests, lying, misrepresentation, and trust are emphasized. Exercise Available Here!

     

  • Dollar Auction

    By:
    J. Keith Murnighan
    Date:
    11/30/2012
    School:
    Kellogg School of Management

    This is a classroom exercise originally created by Martin Shubik in 1971. It creates a context that almost ensures an escalation of commitment. This exercise shows how public obligations can lead to additional investments, often to the investor’s ultimate detriment. It also shows how emotions and the desire ‘to get a deal’ can be tremendously costly. Exercise Available Here!

  • Energetics v Generex

    By:
    Trexler Proffitt
    Date:
    01/31/2014
    School:
    Muhlenberg College

    This is a 2-party, distributive negotiation based on a real California wind energy farm transaction in 2002. It is useful for illustrating biases, including anchoring and availability. There is also the option to provide an outside offer during the negotiation that illustrates the power of the BATNA.  Exercise Available Here!

  • Galbraith & Co.

    By:
    Don Moore
    Date:
    04/25/2014
    School:
    Haas School of Business

    This is a 5-party, 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. Exercise Available Here!

  • Havana Plants

    By:
    Jeffrey Sanchez-Burks
    Date:
    06/26/2013
    School:
    University of Michigan

    This is a 2-party, single-issue negotiation with integrative potential. It can be used at the beginning of a course when students first learn 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. Exercise Available Here!

  • Healing

    By:
    Jeanne Brett
    Date:
    05/30/2014
    School:
    Kellogg School of Management

    The purpose of this exercise is to have participants experience the frustration of working on a global team. Team members have different statuses in the company, different objectives they want to incorporate into their solution for the task, and different cultural values and norms for social interaction and group decision making. Exercise Available Here!

  • Kidney Case

    By:
    Adam Galinsky
    Date:
    02/24/2012
    School:
    Kellogg School of Management

    This is a multi-person exercise that involves the allocation of a single kidney. The class as a whole makes up a Transplant Review Board that determines which of 8 potential transplant recipients will receive a kidney that has suddenly become available. Exercise Available Here!

  • Kukui Nuts

    By:
    Shirli Kopelman
    Date:
    09/27/2013
    School:
    Sloan School of Business

    This is a 2-party, single-issue negotiation with integrative potential. It requires a deeper level of analysis of interests than many negotiation exercises. It also simulates the opportunity to negotiate in an informal social interaction. Exercise Available Here!

  • Kukui Nuts - 2020 Version

    By:
    Shirli Kopelman
    Date:
    03/05/2021
    School:
    University of Michigan

    This exercise is an update of the original two-party, single-issue negotiation with integrative potential. It has been revised to be more relevant for international audiences and to be used in both in-person and virtual settings. Exercise Available Here!

  • Lost in Translation

    By:
    Corinne Bendersky
    Date:
    03/29/2013
    School:
    UCLA

    This is a cross-functional team exercise that challenges students to solve problems with teammates who use different modes of communication: speaking, drawing, and acting modes.  The exercise simulates the communication challenges that typically arise in cross-functional teams. Students find that because their disciplinary training emphasizes distinct ways of thinking and representing knowledge, they cannot be understood by people from other functions. Exercise Available Here!

  • One Paperclip

    By:
    Markus Vodosek
    Date:
    08/24/2012
    School:
    German Graduate School of Management & Law

    This exercise gives students experience with basic negotiation principles such as setting goals and taking into account the needs and interests of other parties in the context of real-world negotiations. The exercise is based on Kyle MacDonald’s One Red Paperclip Project, in which he set a goal to barter his way up from a red paperclip to a house within one year. Exercise Available Here!

  • Outside Offer

    By:
    Will Maddux
    Date:
    07/26/2013
    School:
    INSEAD

    This is a 2-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 exercise. The 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. Exercise Available Here!

  • Solaris

    By:
    Georg Berkel
    Date:
    02/22/2013
    School:
    University of Munich

    This is a 2-party, single-issue, distributive negotiation exercise. It is based on publicly available information about the 2009 acquisition of a small solar energy company by a large company that wanted Solaris for its patents. It is an excellent introductory exercise for teaching about BATNAs, RPs, and how to set targets. This exercise can also be used to discuss alternative strategies for distributive negotiation, like take it or leave it, the Fisher and Ury’s objective standards, and anchoring and bargaining.  Exercise Available Here!

  • Starlet

    By:
    Michael Benoliel
    Date:
    07/27/2012
    School:
    Singapore Management University

    This is a  quantified negotiation exercise set in the entertainment industry involving a negotiation between an agent and a studio representative over a star’s contract. The learning objectives of the exercise are to: 1) Learn how to calculate the expected value of contingent contracts 2) Formulate, compare, and negotiate different proposals 3) Understand the strengths and weaknesses of contingent contracts 4) Explore the agency problem and experience the agent’s dilemma 5) Examine how the parties’ interests shape a deal’s structure 6) Discuss how negotiators produce superior agreements. Exercise Available Here!

  • Stopwatch

    By:
    Don Moore
    Date:
    03/30/2012
    School:
    Haas School of Business

    This is a 2-party, multi-issue negotiation with integrative potential set in the context of a buyer-seller transaction. Its main lesson surrounds the understanding and strategic disclosure of deadlines in negotiation. Exercise Available Here!

  • Sugar Bowl

    By:
    Gaylen Paulsen
    Date:
    01/25/2013
    School:
    McCombs School of Business

    This is a fun and compact introductory exercise initially designed for use in short negotiation seminars or workshops. The exercise presents an approachable context relevant to students’ own experiences. The key to the exercise is a relatively generous positive bargaining zone, initially leaving both sides feeling successful. Later, students realize they might have gotten a better distributive outcome, resulting in them being more receptive to course material in the future. Issues are raised related to aspirations, reservation prices, alternatives, bargaining zones, and tactics for effective value-claiming. Exercise Available Here!

  • Who Lives?

    By:
    Shara Pavlow
    Date:
    02/21/2014
    School:
    Florida Atlantic University

    In this exercise, participants engage in a small group decision making activity using the Functional Perspective of Group Decision Making approach. During the exercise, they are charged to make a difficult (life or death) group decision that is complicated by group members’ 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. Exercise Available Here!