This is a qualitative negotiation over the sale of some property. The exercise has no overlapping bargaining zone unless the parties uncover some of each other's interests. It is a very good exercise for teaching about interests, what information should and should not be shared, and creativity in negotiations. Preparation: 30 minutes Negotiation: 60 minutes

Mexico Venture is a negotiation between joint venture partners, one representing a U.S. partner and the other representing their Mexican partner. There are several cross-cultural issues, e.g. currency devaluation and cultural differences in work norms. This game explores the challenges of cultural mores in multi-party negotiation. Preparation : 15-20 minutes Negotiation: 45 minutes

Goal: Enable students to experience a third party role in mediation negotiations Procedure: Telepro is a dispute between a supervisor and an employee in which a third party, the supervisor's manager becomes involved. The exercise can be used to teach mediation in the management context. It also illustrates how a third party can manage power and status differences between parties. There are two versions of the exercise, one that emphasizes fairness and the other that focuses on the outcome. You may wish to have half the class use the fairness version and the other half the outcome version. Type of learning: Synchronous Preparation: 15-30 minutes Negotiation: 70 minutes

Les Florets is a slightly easier variation of the Texoilexercise. Texoil debriefing notes can be used for LesFlorets. Getting to Yes is a good reading assignmentfor this unit. The exercise takes from 10-15 minutesto prepare and 30-60 minutes to negotiate. Havestudents post results. Roles: 2 Group Assignment: one on one

Yerba Mate is a two-party negotiation that is designed primarily to teach distributive (claiming) negotiation skills but has some integrative (value creation) potential if both sides share their interests. It is an introductory exercise that helps participants understand the importance of planning and preparation, as well as making first offers, understanding anchoring, identifying and using one’s BATNA, making principled concessions, and setting resistance and aspirations points. This exercise is best used at the beginning of a negotiation course or in a training workshop. Yerba Mate is based on a real negotiation with slightly altered facts and names, with the exception of facts concerning the products and mission of the Guayakí Company, which are used with permission. Roles: 2 Group Assignment: one on one

This is a qualitative, two-party, salary negotiation between Chris, a graduate MBA student, and his/her potential future boss. The exercise is designed to teach the participants: 1) the value of negotiating package deals versus negotiating issue by issue, 2) the effects of ego, asymmetric expectations, and quality of information (fact vs. subjective) on negotiating strategy, and 3) the importance of maintaining a good relationship. Preparation: 10-20 minutes Negotiation: 30-40 minutes

Grand Strand is a two-party negotiation based on a real situation. The exercise can be used to illustrate planning and executing a negotiation strategy, especially information sharing to create an integrative agreement and negotiating with a poor BATNA. This exercise is like Texoil in that at first glance there does not appear to be a zone of possible agreement. You may not wish to assign both Texoil and Grand Strand in the same class. Preparation: 30 minutes Negotiation: 40 minutes

Myti-Pet is a dispute resolution exercise that can be used one-on-one or team-on-team. It involves a dispute between a consumer goods company and one of its major suppliers. The purpose of the exercise is to: 1) help participants learn how to manage emotions in a dispute resolution negotiation, 2) recognize different sources of power, and 3) work within a team environment where roles must be negotiated. The exercise should be used after students have been introduced to fundamental negotiation concepts for integrative negotiations. Prep Time: 20-30 min Negotiation Time: 50-60 min

This is a two-party, quantified negotiation between two divisions of a large, decentralized organization. The negotiation concerns the potential transfer of a product from the division that developed it and plans to use it as a component in its own products, to the division that has lower cost manufacturing and the corporate charter to market such a product. The exercise is very good for helping students visualize a Pareto optimal frontier. Preparation : 60 minutes Negotiation: 90 minutes Roles: 2 Group Assignment: team on team or one on one

Goal: Enable students to improve their value claiming 2-party negotiation skills Procedure : Three Rivers Hospital is a two-party, multi-issue, deal-making negotiation exercise with integrative potential. It is an excellent exercise for teaching creating and claiming value. The negotiation simulates the acquisition of a hospital by a private physician's practice group. It can be run one on one or team on team. Three Rivers Hospital is similar in structure to DRRC exercises New Recruit and OmniChart. Type of learning: Synchronous Preparation*: 15minutes (one on one) Duration: 30 minutes (one on one) Group Assignment: team on team or one on one * Refers to the time taken to read or hear the instructions

This exercise is a two-party, eleven issue, scorable negotiation exercise between a producer and a director. The purpose of this exercise is to help students learn some of the key techniques for integrative negotiation and allow them to assess their skills on both the integrative and distributive dimensions. The exercise should be used following the introduction of such fundamental concepts as BATNA, Resistance Point, and Aspiration Point. The exercise requires students to learn the importance of trust and building a relationship, how to share and elicit information, prioritize issues, and look for logrolling solutions. Roles: 2 Group Assignment: team on team or one on one

Towers Market is a multiparty (4), multi-issue (5), quantified negotiation. The exercise is useful for teaching negotiation concepts of logrolling in the context of group decision making. There are many Pareto optimal solutions and even more that are sub-optimal. Prep Time: 30 min Negotiation Time : 60 min

Amapola Hills Golf Course is a two-party exercise that I designed primarily to teach negotiators when to walk away from a deal. The exercise also addresses ethical behavior in negotiation, the significance of non-verbal behavioral cues, and the importance of asking good questions and listening for consistency and clarity in responses. The challenge of the exercise is that there is a wide bargaining zone for the monetary aspect of the deal, but there is no overlap in interests. Both sides have strong BATNAs and should walk away. However, negotiators to try to make a deal work by being deceptive in their intentions and limiting the information they share. The exercise reinforces the skills of planning and preparation, ethical sharing of information (what to share and when), identifying and using one’s BATNA strategically, making principled concessions, and setting resistance and aspirations points. It is best to use this exercise towards the middle of a negotiation course or workshop when participants understand the importance of interests but are also reluctant to end a negotiation with no deal. Roles : 2 Group Assignment : one on one

Goal: Enable students to experience a third party role in mediation negotiations Procedure : Paradise Project is a version of Amanda set in a Mexican tile manufacturing facility. 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. Type of learning: Synchronous Preparation: 30 minutes Negotiation: 45 minutes

Cartoon is a two-party, deal making exercise. It is the U.S. - Japanese version of Moms.com. Note: there are THREE versions of this exercise, two are US-Japanese, one is US-US. Consult the teaching notes in the instructor packet for information about the different versions. Preparation: 60-90 minutes Negotiation: 90 minutes There are THREE versions of this exercise. One cross-cultural version has a Japanese buyer, TXI, and a U.S. seller, Hollyfilm. The show is Indiana Smith. The other cross-cultural version has a Japanese seller, Gazi, and a U.S. buyer, WCHI, and the show is Ultra Rangers. The third version is U.S. buyer, WCHI and U.S. seller, Hollyfilm and the show is Ultra Rangers. You can choose one or the other cross cultural version or give half the class the Japanese buyer version and the other half the Japanese seller version. If you choose to assign half the class to one cross-cultural version and half the class to the other cross cultural version be aware that they are selling a different show with the same numbers.

This two-person/two-team exercise involves a customer goods company and one of its major suppliers. The purpose of the exercise is to: 1) help participants learn how to manage emotions in a negotiation, 2) recognize different sources of power and 3) work within a team environment where roles must be negotiated. In addition, participants will have to utilize both integrative and distributive negotiation skills. The exercise should be used after students have been introduced to fundamental negotiation concepts for integrative negotiations. Roles: 2 Group Assignment : one on one or team on team

Goal: Enable students to experience a third party role in mediation negotiations Procedure: Paradise Project is a dispute between two managers in which a third party, either boss or a peer becomes involved. It is a version of the Amanda exercise. Paradise Project is set in a Mexican tile manufacturing facility. The exercise can be used to teach mediation in the management context. It also illustrates how a third party can manage power and status differences between parties. Type of learning: Synchronous Preparation : 30 minutes Negotiation: 60 minutes Note: There are 2 versions of this exercise, Peer and Supervisor. Consult the teaching notes in the instructor packet for information on the different versions. You can access the Supervisor version by scrolling down the page to the "Similar Content". Advice: Be sure to assign all members of a group, Peer roles or all members of a group, Supervisor roles. You may mix the class, or you may just run the Peer or Superior version of the exercise

Cartoon is a two-party, deal making exercise. It is the U.S. - Japanese version of Moms.com. Note: there are THREE versions of this exercise, two are US-Japanese, one is US-US. Consult the teaching notes in the instructor packet for information about the different versions. Preparation: 60-90 minutes Negotiation: 90 minutes There are THREE versions of this exercise. One cross-cultural version has a Japanese buyer, TXI, and a U.S. seller, Hollyfilm. The show is Indiana Smith. The other cross-cultural version has a Japanese seller, Gazi, and a U.S. buyer, WCHI, and the show is Ultra Rangers. The third version is U.S. buyer, WCHI and U.S. seller, Hollyfilm and the show is Ultra Rangers. You can choose one or the other cross cultural version or give half the class the Japanese buyer version and the other half the Japanese seller version. If you choose to assign half the class to one cross-cultural version and half the class to the other cross cultural version be aware that they are selling a different show with the same numbers.

This exercise was designed to teach the dispute resolution concepts of interests, rights, and power, as well as some of the more subtle aspects of dispute resolution negotiations, like how to turn rights-oriented or power-oriented negotiators toward interests. The exercise was also designed so that there is no zone of agreement unless the negotiators learn each other’s interests and make appropriate tradeoffs. Roles: 4 Negotiation: 60 minutes

Goal: Enable participants to measure and understand culture`s impact on one`s negotiation style Procedure : NTR’s Culture and Negotiation Survey measures perceptions of the cultural norms of dignity, face, honor, and tightness-looseness, and negotiation strategy, including both integrative (value-creating, information sharing) and distributive (value claiming, influence and persuasion) strategy. It also measures a holistic versus analytic mindset. NTR’s Culture and Negotiation Survey Report provides personalized feedback and benchmarking norms based on data collected from managers around the world. The report explains the dignity, face, honor cultural framework. It also provides information about the statistical properties of the survey and benchmarking sample. Type of learning: Synchronous, Asynchronous Preparation*: 5 minutes Duration: 10 minutes (taking survey) 45-60 minutes(debriefing survey) * Refers to the time taken to read or hear the instructions