The Hearts Negotiations Game

For instructors
Learning time
30-60 mins
Authored by:

A mobile-friendly two-party buyer and seller negotiation experience

What you'll teach

  • Negotiation

  • Bargaining Zone

  • Concession Patterns

Hearts Negotiation Game
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About The Hearts Negotiations Game

Hearts is an engaging simulation that involves students in a high-stakes art sale

This two-party, distributive exercise focuses on how the exchange of information and the exchange of prices influence outcomes. The web interface pairs students, and on their own devices (laptops/tablets/phones) students read private background information, answer short survey questions, and negotiate. In the negotiation, participants exchange messages and offers via a chat interface.

The exercise introduces foundational concepts in negotiation, such as a bargaining zone, the importance of initial offers, and characteristics of the negotiation dance. The exercise also highlights the importance of seeking information, perspective taking, and the unstable nature of negotiator satisfaction.

About Hearts

Course authors

Maurice Schweitzer - Headshot
Maurice Schweitzer Professor of Operations, Information and Decisions

What you'll teach

  • The zone of agreement
  • The critical role of information exchange
  • How to ask & answer questions
  • BATNA
  • Negotiation dance
  • Negotiator aspirations
  • Negotiator satisfaction
  • Perspective-taking
  • Information exchange and deception
  • The zone of agreement
  • The critical role of information exchange
  • How to ask & answer questions
  • BATNA
  • Negotiation dance
  • Negotiator aspirations
  • Negotiator satisfaction
  • Perspective-taking
  • Information exchange and deception

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