Refresh Your Syllabus:

New Recommendations to Teach Basic Negotiation Concepts

Are you looking to breathe new life into your negotiations syllabus? Perhaps you've been teaching our classic best sellers—like Biopharm-Seltek or Energetics Meets Generex—but you're looking to integrate newer content. We've got you covered! Today we highlight new DRRC exercises that can be conducted in the first few weeks of your course.

The DRRC continually develops exercises that address both fundamental and advanced negotiation concepts, ensuring that you have access to the most current and relevant materials for your courses. Our collection of dynamic exercises is designed to enhance your students' learning experience and sharpen their negotiation skills. Revitalize your curriculum with the exercises below!

Distributive Negotiations

First Offer, BATNA, Reservation Price

CHARGE+ and Creative Motors

Lucy Montgomery, Nour Kteily & Cynthia Wang (Northwestern University)

CHARGE+ is a dyadic (two-party), single-issue, distributive negotiation. It simulates a negotiation between representatives of two companies over the sale of an electric battery division: a potential seller, CHARGE+, an electric vehicle infrastructure company, and a potential buyer, Creative Motors, a leading auto manufacturer. This exercise provides an excellent opportunity to introduce key negotiation concepts, such as BATNA, reservation points, and bargaining zones, as well as distributive negotiating tactics, such as anchoring during the negotiation.

Across Currents

Duncan Duke (Ithaca College)

Across Currents is a two-party role-playing distributive negotiation exercise to determine the selling price of an app. An independent game developer has designed a Wordle-like game that is climbing the app charts and is looking to sell it so that they may focus on developing new games. Digital Media Inc., is looking to purchase a game that is going viral and that fits their firm’s strategic portfolio. The issue for negotiation is Across Currents’ selling price.

il Caffe: Un Espresso Deal

Shirli Kopelman (University of Michigan), Elizabeth Randall (University of Michigan) & Ashleigh Rosette (Duke University)

il Caffè is a two-party quantified distributive price negotiation with qualitative integrative potential. It was designed to teach students how to navigate emotional dynamics to effectively implement the robust evidence-based strategy of psychological anchoring. The preparation worksheet focuses on how negotiators feel about first offers, while the post-negotiation worksheet focuses on how offers are exchanged during the negotiation process.

Integrative Negotiations

Uncovering Interests, Logrolling, and Finding the Win-Win

D-Loyal

Li Huang & Chengyi Lin (INSEAD)

D-Loyal is a two-party, single-issue negotiation with hidden integrative potential. The founder of D-Loyal, a technology start-up that builds digital solutions for customer loyalty programs, is meeting the Chief Strategic Innovations Officer of Regal Fashion, a luxury fashion retail group, to discuss the potential acquisition of D-Loyal. This exercise is based on two real-life negotiations.

CMO: Chief Mom Officer

Terri Kurtzberg, Oliver Sheldon & Mason Ameri (Rutgers University)

CMO: Chief Mom Officer is a two-party, multi-issue negotiation between a streaming sales representative for Endless Horizon Studios and the head of show acquisition for a streaming service. CMO is an alternative version of the Moms.com DRRC exercise. This exercise can be placed at any point in the course but is ideal after a distributive negotiation and a simpler integrative negotiation have both been completed.

MacLorie 3D

Brad Leve & Stephen Humphrey (Penn State University)

MacLorie 3D is an entrepreneurial new venture negotiation, based on a real-life event, focused on finding integrative solutions. It is a multi-issue negotiation in which the understanding of hidden interests and issues drive integrative solutions. The exercise includes a preparation tool which allows students to identify interests and quantify the issues within the negotiation.

Visit the DRRC Exercises website to view the instructor packets for free and to order these exercises for your students.