Negotiation, Teamwork & Decision-Making Exercises


DRRC's exercises and cases are used by instructors in schools of management, law, communications and public policy around the world, as well as by consultants and management trainers. The exercises involve role-playing and the cases involve students discussing a real-life problem in class. Each exercise and case is accompanied by extensive teaching notes. Some of our most popular exercises are listed below. To learn more about all of our offerings and to order, visit DRRC exercises website and create an account.

Teaching Exercises

Find more exercises on negotiation, dispute resolution, competitive decision-making and teamwork at DRRC’s negotiation exercises website also allows you to assign groups and build courses.

Negotiation Exercises

Coffee Contract: This distributive exercise provides a good context for teaching fundamental negotiation concepts like bargaining zone, reservation price, BATNA, openings, concessions and threats. This is a two-party, quantified, deal making negotiation between a film company and a T.V. station. It provides a good opportunity to introduce the concept of Pareto optimality.

These are only a subset of exercises and that more exercises are available at

Dispute Resolution Exercises

Amanda: This is a third-party exercise in which a manager is called in to resolve a dispute between two other managers.

Viking Investments: This complex multi-issue, two-party dispute between real estate developer and subcontractor emphasizes escalation of commitment and the effects of focusing on rights or interests in dispute resolution.

These are only a subset of exercises and that more exercises are available at

Cross-Cultural Exercises

Alpha Beta: This is a cross-cultural, team-on-team negotiation of a potential alliance that requires the two parties to enact a unique cultural style during the negotiation.

Aussie Air: A quantifiable, multiparty multi-issue negotiation modeled on a consortium’s takeover attempt of Qantas Airlines, the purpose of the exercise is to demonstrate how negotiations are influenced by social context:

These are only a subset of exercises and that more exercises are available at

Team Exercises

Carter Racing: This exercise uses data from a real-life case to illustrate decision biases in negotiations.

PB Technologies: This is a hidden profile task designed to teach the importance of effective information sharing in teams. Students are asked to recommend one of three finalists for the position of CFO.

These are only a subset of exercises and that more exercises are available at

Multi-Party Exercises

Harborco: This is a multiparty, multi-issue, quantified negotiation concerning development of a deep-water port that involves representatives of the government, unions and the environment.

Kidney Case: This is a multi-person exercise that involves the allocation of a single kidney.

These are only a subset of exercises and that more exercises are available at

Negotiation Cases

Motorola’s Droid 2: This case concerns a last-minute request for a design change on a product currently in production, threatening its launch, causing financial implications, and potentially disrupting a hitherto highly effective team.

Kirat Housing Development: This case involves the impact of bribery on a negotiation. Students will be able to identify and quantify the risk of bribery and evaluate exit options, such as whistleblowing, and their risks.

These are only a subset of exercises and that more exercises are available at

How to Submit an Exercise

DRRC's collection of negotiation and decision making exercises are created by faculty members of all disciplines to facilitate instruction in the classroom. These exercises can be applied to different disciplines and teaching styles. They are designed to give students a more in-depth experience with the material you are covering in the classroom. The primary focus of is to provide premier teaching materials across many disciplines to students around the globe.

We at the Dispute Resolution Research Center (DRRC) always welcome exercise submissions. The editing and approval process can take several months, as there is typically back and forth work between DRRC and the writer to fine-tune the exercise and get it ready for publication.

Some questions to ask before submitting an exercise:

  • Have you completed drafts of all roles as well as teaching notes?
  • Are the teaching points clear and concise?
  • What are the specific takeaways from this exercise?
  • Is there significant preparation time for the students outside of class?
  • How much class time will need to be devoted to negotiation and debrief?
  • Have you tested the exercise yourself in a classroom or workshop?
  • What Category & Subcategory does this exercise fall into:
    • Negotiation: Agents, Based on Real World Cases, Coalitions & Power, Cross-Cultural, Deal Making, Dispute Resolution, Distributive, Government & Public Policy, Human Resources Themes, Integrative, Law School use, Multiparty, Objective Standards, Real Estate, Third Party, Trust & Ethics, Younger Students & General Audience
    • Teamwork: Creativity & Brainstorming, Cross-Functional Teams, Emotional Intelligence & Coaching, Problem Solving, Team Decision Making, Team Dynamics
    • Decision Making: Decision Making & Game Theory

In addition, consider what gaps you may see in our collection and whether you have an exercise that would help fill that need. We aim to keep our collection dynamic and adding new exercises regularly helps us make that happen.

Dispute Resolution Research Center

Learn more about collaboration, conflict and negotiation at Kellogg

Contact Us

DRRC can be reached by email , by phone at 847.491.8068, or via fax 847.467.5700

Research Grant & Awards

DRRC pursues its mission in part through its research-funding program