Hi Michael,
Decision biases not being my forte, I would start with Leigh Thompson's excellent review of the biases literature in negotiation in this paper we did for OBHDP. I don't have her Mind and Heart book on hand, but I'm sure there is more on biases there and will give you some ideas.
Most any distributive negotiation exercise will do to teach anchoring Holly's Yerba Mate is really good for that!
Then the other biases are mostly and were mostly studied via manipulations and measurement. For example framing by telling negotiators to maximize their gains versus other to minimize their losses; fixed pie by asking negotiators to anticipate the priorities of their counterparts.
You can certainly do this in class. everyone uses the dollar auction to teach over commitment to a losing course of action. It's in an auction environment but close enough to negotiation. Look for Keith Murnighan's paper on the dollar auction. I think that is in Negotiation Journal. Reactive devaluation can be demonstrated with any of the third part exercises such as Paradise, where the same offer for settlement of a dispute coming from the third party is more likely to be accepted, than when that offer is made by one of the disputants.
With ego centric biases I suggest to executives, when you return home after this program ask your spouse significant other to write down on a paper what percent of the house work and childcare he/she does and you do the same and then open up the papers. I then say in my household 140% of the house work and childcare is getting done. Everyone laughs, they get it, but not sure how to do with undergrads.
Hope this helps. Jeanne
Jeanne M. Brett
DeWitt W. Buchanan, Jr. Professor of Dispute Resolution and Negotiations
Kellogg School of Management
Northwestern University
Evanston, IL 60208
847-491-8075
From: Conflict Management Division Listserv <CMDNET@AOMLISTS.AOM.ORG> On Behalf Of Michael Benoliel
Sent: Thursday, October 25, 2018 7:25 PM
To: CMDNET@AOMLISTS.AOM.ORG
Subject: Re: [CMDNET] Looking for cases or simulations
I am looking for good cases or simulations in the area of decision biases. Your help will be appreciated.
-----Original Message-----
From: Holly A SCHROTH <hschroth@BERKELEY.EDU>
To: CMDNET <CMDNET@AOMLISTS.AOM.ORG>
Sent: Thu, Oct 25, 2018 4:22 pm
Subject: Re: [CMDNET] Looking for quantifiable negotiations
I highly recommend "Management Retreat" which is a great introductory scorable exercise that I have used successfully with undergrads, MBAs and Executives.
You will find many other excellent negotiation exercises there as well.
Hello all,
I teach negotiations to undergrads. I am looking for negotiations where performance can be objectively quantified. "New Car" from DRRC is based on gain matrixes, which makes it easy to calculate students' performance. Would you know of other methods to quantify performance?
Desautels Faculty of Management
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Holly Schroth, Ph.D. Senior Lecturer Haas School of Business University of California, Berkeley 510-642-4550 schroth@haas.berkeley.edu (Sent from Gmail Mobile)