Teaching resources
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 our e-commerce website at TeachwithKellogg.com and create an account.
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CHARGE+ and Creative Motors: This two-party, single-issue, distributive negotiation simulates a negotiation between representatives of two companies: a potential seller, an electric vehicle infrastructure company, and a potential buyer, a leading auto manufacturer.
Across Currents: This two-party role-playing distributive negotiation exercise is to determine the selling price of an app.
Coffee Contract: This distributive exercise provides a good context for teaching fundamental negotiation concepts like bargaining zone, reservation price, BATNA, openings, concessions and threats.
Moms.com: This is a two-party, quantified, deal making negotiation between a film company and a TV station. It provides a good opportunity to introduce the concept of Pareto optimality.
This is only a subset of exercises. More exercises are available at TeachwithKellogg.com.
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Atalanta: This two-party negotiation is fraught with emotions between the owner of an e-commerce business and the fulfillment officer of a shipping company.
Chestnut Drive: This is a dispute between a group of neighbors and the company that is building a condo development at the end of their street.
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.
This is only a subset of exercises. More exercises are available at TeachwithKellogg.com.
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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.
This is only a subset of exercises. More exercises are available at TeachwithKellogg.com.
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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.
This is only a subset of exercises. More exercises are available at TeachwithKellogg.com.
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Harborco: This is a multiparty, multi-issue, quantified negotiation concerning development of a deep-water port that involves representatives of the government, unions and environmental groups.
Kidney Case: This is a multi-person exercise that involves the allocation of a single kidney.
This is only a subset of exercises. More exercises are available at TeachwithKellogg.com.
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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.
This is only a subset of exercises. More exercises are available at TeachwithKellogg.com.
Teaching materials
Interested in writing and submitting an exercise?
We welcome exercise submissions from faculty across disciplines. Our collection spans three core areas: negotiation exercises (covering topics like distributive and integrative bargaining, cross-cultural and multiparty dynamics, dispute resolution, and real-world applications), teamwork exercises (focused on collaboration, problem solving, and team dynamics), and decision-making exercises.
Before submitting, please review our full writing guidelines on crafting strong exercises and teaching notes.