Dispute Resolution Research Center (DRRC)

Looking for a new negotiation exercise?

Energetics Meets Generex is a two-party, distributive negotiation based on a real wind energy farm transaction. Hear from author Gaylen Paulson on what makes the exercise stand out:

What makes this case especially impactful in the classroom?

"It leverages a key teaching mechanism… surprise. Surprise is a major catalyst for learning and recall, where you’re creating a gap in understanding, and compelling a search to bridge that gap. In the EMG exercise, Trex and I wove together at least three surprising twists. First, mid-negotiation the Energetics reps can receive an “Urgent Message from the CEO.” Second, during the debrief, there’s a slow-motion shock to the system that causes a big shift in thinking. A final surprise comes with the real-world connection. Sharing that EMG is based entirely on a historical deal between Enron and GE makes for a fun finish, and really primes participants for subsequent topical discussions."

What’s one key takeaway you hope students remember long after the discussion?

"Remember your 80/20’s: 80% prep, 20% negotiate. 80% thinking about them, 20% thinking about you. 80% talking about them, 20% talking about you. EMG brings out those lesson really well, especially because most folks do the opposite (20/80’s). People still come up years later, talking about “that wind farm case,” and their 80/20’s, and how much that’s impacted their thinking. It’s super cool when a quick experience has a lasting impact."

A webinar with teaching insights is also available.

👉 Purchase the exercise at teachwithkellogg.com/teaching-catalog/?s=energetics

How do you lead a conversation when every stakeholder wants something different—and there isn't enough money to satisfy everyone?

That's the challenge at the heart of Anywhere UMC, a new healthcare leadership role-play co-authored by Dr. Sue Padernacht, PCC and Deborah 'Dee' Wing,

In this simulation, participants step into a high-stakes meeting between a medical school dean and a newly hired department chair. The department needs to grow, but leadership has also mandated a 5% budget reduction.

As the negotiation unfolds, participants must navigate competing priorities, uncover underlying interests, build influence, and identify opportunities to create value despite limited resources.

The exercise is especially useful for instructors looking to move beyond negotiation tactics and into the realities of leadership decision-making in complex organizations.

Ideal for courses in:
• Leadership
• Negotiation
• Healthcare Management
• Organizational Behavior
• Decision-Making

How would your students decide what to cut—and what to protect?

Explore the exercise: https://teachwithkellogg.com/product/anywhere-umc/

How do you lead a conversation when every stakeholder wants something different—and there isn't enough money to satisfy everyone?

That's the challenge at the heart of Anywhere UMC, a new healthcare leadership role-play co-authored by Dr. Sue Padernacht, PCC.

In this simulation, participants step into a high-stakes meeting between a medical school dean and a newly hired department chair. The department needs to grow, but leadership has also mandated a 5% budget reduction.

As the negotiation unfolds, participants must navigate competing priorities, uncover underlying interests, build influence, and identify opportunities to create value despite limited resources.

The exercise is especially useful for instructors looking to move beyond negotiation tactics and into the realities of leadership decision-making in complex organizations.

Ideal for courses in:
• Leadership
• Negotiation
• Healthcare Management
• Organizational Behavior
• Decision-Making

How would your students decide what to cut—and what to protect?

Explore the exercise: https://teachwithkellogg.com/product/anywhere-umc/