The Hearts Negotiations Game

A mobile-ready, two-party negotiation simulation, developed by Wharton professor Maurice Schweitzer

Instructor-led
Skills you'll learn
  • Negotiation
  • Bargaining Zone
  • Concession Patterns
Time commitments
Experience duration:
30-60 mins*
Full details below

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.

Hearts - are you game?

The interface creates real-time graphs to support the immediate debrief of the exercise. These graphs include a histogram of final prices, negotiation dances for each dyad, graphs linking initial offers to final offers, and graphs of satisfaction. Hearts is easy to set up and play in any classroom or distributed learning setting. It easily scales from a small class to hundreds of students.

Interested in running Hearts in your class? Please contact us.

For more simulations on negotiation, check out the OPEQ Simulation.

How our experiences work

Access teaching materials, support and notifications every step of the way

Setup

Configure for your learning objectives, set up classes in the experience

Players Prepare

Invite learners to enroll and set up their groups

Play

Run the experience and access support and notifications as you go

Debrief

Summarize the experience for your learners and the outcomes

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Lessons of The Hearts Negotiations Game include:

  • 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

Introduces students to many key concepts in negotiation

  • The zone of agreement
  • The critical role of information exchange
  • How to ask & answer questions
  • BATNA
  • Negotiation dance

Gives students insight into the psychological principles of the negotiation process, allowing students to think systematically about negotiation

  • Negotiator aspirations
  • Negotiator satisfaction
  • Perspective-taking
  • Information exchange and deception

Authors

Maurice Schweitzer - Headshot

Maurice Schweitzer

Professor of Operations, Information and Decisions

Read Maurice's Bio