Negotiation Exercises
Cross-cultural

Abhas Bussan
Authors: Amol Patel & Jeanne M. Brett
Source: DRRC

Abhas is a negotiation between a Japanese manufacturer and an Indian distributor. It is designed to be used with Raiffa's chapter about quantifying preferences and priorities.

Preparation: 120 minutes
Negotiation: 60 minutes

Alpha Beta
Author: Thomas Gladwin; Teaching Notes by Jeanne M. Brett
Source: Public Domain (no charge), DRRC version

DRRC's version of Alpha Beta is a cross-cultural team-on-team negotiation of a potential alliance. The exercise requires the two parties to enact a cultural style during the negotiation.

Preparation: 30 minutes
Negotiation: 60 minutes

Cartoon
Authors: Jeanne M. Brett & Tetsushi Okumura, based on the Moms.com exercise by Ann E. Tenbrunsel & Max H. Bazerman

Cartoon is a U.S. - Japanese version of Moms.com.

Preparation: 60-90 minutes
Negotiation: 90 minutes

Cobalt Systems
Author: Catherine Tinsley
Source: DRRC

Cobalt Systems is a joint venture negotiation between a U.S. and Korean company. It is set up to teach Raiffa's formal analysis technique for prioritizing issues. It is also useful for teaching the concept that culture impacts parties' positions on the issues.

Preparation: 60 minutes
Negotiation: 60 minutes

Granite Corporation in Costa Rica
Authors: Adrianne Kardon & Jeanne M. Brett
Source: DRRC

This negotiation illustrates the situation when a U.S. company has a foreign government on the other side of the table and an activist environmental group demonstrating outside.

Preparation: 60 minutes
Negotiation: 60 minutes

International Lodging Merger
Authors: Tony Simons & Judi McLean Parks
Source: DRRC

International Lodging Merger is a quantified, integrative negotiation about the merger of a U.S. and a Brazilian hotel chain. The point structure motivates culturally different behaviors from the negotiators. Key cultural differences between the U.S. and Brazil that have been incorporated into the exercise include: time, power distance, individualism/collectivism, and universalism/particularism.

Preparation: 60 minutes
Negotiation: 60-90 minutes

Les Florets
Author: Stephen B. Goldberg
Source: DRRC

A simplified version of Texoil set in France.

Preparation: 30 minutes
Negotiation: 45-60 minutes

Mexico Venture
Authors: Holly A. Schroth & Jackie Ramirez
Source: DRRC

The Mexico Venture is a negotiation between joint venture partners, one representing the U.S. partner and the other representing the Mexican partner. There are several cross-cultural issues, e.g. currency devaluation and cultural differences in work norms.

Preparation: 15-20 minutes
Negotiation: 45 minutes

Mouse
Authors: Geoffrey Fink & Maria Baute Stewart, edited by Stephen B. Goldberg & Jeanne M. Brett
Source: Harvard’s Program on Negotiation (PON), DRRC version

Mouse is a six-party negotiation based loosely on EuroDisney's rocky start in France. At the table are four mayors of French communities, a representative of the Mouse Corporation and an official of the French national government. Teaches multi-party, multi-issue, multi-culture negotiation. Interesting teaching points regarding BATNA.

Preparation: 60 minutes
Negotiation: 90 minutes

Paradise Project
Authors: Jeanne M. Brett, Rekha Karambayya, Catherine A. Tinsley & Anne Lytle
Source: DRRC

Paradise Project is a version of Amanda set in a Mexican tile manufacturing facility.

Preparation: 30 minutes
Negotiation: 60 minutes

Summer Interns Program
Authors: Roy Lewicki & Blair Sheppard, edited by Catherine A. Tinsley & Jeanne M. Brett
Source: DRRC

This is a dispute between the heads of engineering and personnel. It can be used to teach interests, rights, and power in multiple cultures. It has good comparative culture data in the teaching notes.

Preparation: 60 minutes
Negotiation: 60 minutes

Tipal Dam
Authors: Peter Wheelan & Jeanne M. Brett
Source: DRRC

This is a transactional negotiation between a construction company and a foreign government. Tipal Dam is useful for teaching negotiation ethics in a cross-cultural context.

Preparation: 60 minutes
Negotiation: 60 minutes