New Exercises Announced
Leopard Motors Company (Tim Maximilian Koenig, Jamie Shisler and Shirli Kopelman) is an exercise that focuses on career negotiations. The negotiation is set in the auto industry, with a focus on environmental sustainability. It is a 3-person negotiation with sequential meetings. The Senior Manager of Innovation is seeking a promotion at Leopard Motor Company while exploring external offers. While the exercise provides financial guidelines, it offers constructive ambiguity to allow each CEO to make an appealing offer. The story provides a rich history of relationships, organizational culture, and industry landscape. The negotiation context and process provide a relatively realistic scenario. The design also integrates peer coaching and mentoring into the learning opportunity. This exercise was featured in the Baylor National Undergraduate Case Competition, which specializes in building negotiation skills among future business leaders.
Calaisas House (Ion Esfandiari & Nir Halevy) is a three-party negotiation that focuses on the selling and buying of a unique waterfront property on the Mediterranean. This exercise has several unique features that make it ideal for teaching multiple foundational concepts in negotiation (e.g., the value of alternatives, information asymmetry, bargaining zone) as well as more advanced topics (e.g., creativity in contracting, agents vs. principals in negotiation, mixture of quantitative issues and qualitative preferences), depending on the instructor’s preferences, the participants, and the content and structure of the course.
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