NEW – ALL-IN-ONE CURRICULUM PACKAGE
If you are looking to go in-depth on the fundamental negotiation concepts and track learning outcomes, the Harborco All-In-One Curriculum Package will provide you with everything you need. The All-In-One Curriculum Package makes it easy to teach negotiation and includes materials for the instructor as well as for students.
- Instructor’s Guide – Guide for instructors on negotiation concepts, simulation logistics, and debriefing simulation participants.
- Instructor Background Reading List – List of background readings for instructors to complete before using the simulation to gain a better understanding of the negotiation concepts.
- Student Background Reading List – List of background readings for students to complete before the simulation to gain understanding of the negotiation concepts.
- Confidential Role Instructions – Confidential role-specific materials for participants in the exercise.
- Pre-Negotiation Surveys – After completing the background reading and/or presentation of the negotiation concepts, participants complete the online Pre-Negotiation Survey to benchmark their understanding of the key learning points the game is intended to teach.
- Agreement Outcome Form – Participants reporting the results of any agreements reached in the simulation.
- Post-Negotiation Survey – After finishing the simulation, but before the debrief, participants fill out the Post-Negotiation Survey so Instructors can gauge participants understanding of the issues and concepts.
- Class PowerPoint Presentation – The first part of the PowerPoint slide deck is for the instructor to use to introduce negotiation concepts, how to participate in a negotiation simulation, and Harborco. The second part is for the instructor to use in debriefing the simulation with participants.
- Feedback Survey – At the conclusion of the exercise, participants can give feedback on the process and outcomes.
To order this package, you must purchase a minimum of ten copies. A separate copy must be purchased for every participant in the exercise. The materials are all single use and must be re-purchased for subsequent uses.
Harborco is a consortium of development, industrial, and shipping concerns interested in building and operating a deepdraft port. It has already selected a site for the port, but cannot proceed without a license from the Federal Licensing Agency (FLA). The FLA is willing to grant Harborco a license, but only if it secures the support of at least 4 of 5 other parties: the environmental coalition, the federation of labor unions, a consortium of other ports in the region, the Federal Department of Coastal Resources (DCR), and the Governor of the host state. The parties have several issues to negotiate before deciding whether or not to approve the port, including the types of industries that will be be permitted to locate near the port, the extent to which environmental damage be mitigated, the extent to which organized labor will be given preference in hiring during construction and operation of the port, the amount of any federal financial assistance to Harborco, and the amount of any compensation to other ports in the region for potential economic losses?
This game is best played with 12 people (2 per role) although 6 people also works. A game manager is needed to conduct periodic votes and to answer questions. Game instructions require at least 30 minutes to read; more preparation is helpful. Negotiations require a minimum of 2 hours. However, the more time allowed for negotiation, the better.
- When the game is played by several groups at the same time, the comparison of outcomes is instructive. Typically, some groups will reach agreement and some will not. Very few groups will reach unanimous (6-way) agreement.
- Players are exposed to elementary utility analysis in the point scoring scheme. The importance of pre-negotiation analysis in evaluating options is illustrated. The players can then explore how and why different negotiating strategies led to different outcomes.
- Multi-issue, multi-party negotiations tend to involve the formation of coalitions–especially blocking coalitions. This game provides an instructive context for exploring coalition strategies.
- Parties that reveal their true interests do not necessarily do better than those who remain silent or bluff. The advantages and disadvantages of revealing all one’s concerns are illustrated in this game.
- Pareto-superior and Pareto-inferior agreements are illustrated by the scores.
- When 12 players play the game (2 per role) they have an opportunity to explore the special difficulties of negotiations involving non-monolithic parties.
- The need for a neutral “process manager” of some sort is also illustrated, as the parties struggle to structure their discussions.
- The advantages of caucusing can be explored. In some cases, players will initiate caucuses; in others, they will avoid private caucusing.
For all parties:
- General Instructions
Confidential Instructions to the Negotiator for:
- Other Ports
- Environmental League
- Federal DCR
Teacher’s package (67 pages total):
- All of the above
- Teaching Note
- Game Review Chart
Please note that this exercise is included in the Resolving Public Disputes package, also available through the Clearinghouse.
Agenda control; Authority; BATNA; Bluffing; Caucusing; Coalitions; Commitment; Communication; Competition v. Cooperation; Constituents; Delay tactics; Information exchange; Joint gains; Media; Mediation; Meeting design; Misrepresentation; Monolithic vs. non-monolithic parties; Objective criteria; Offers, first; Pareto optimization; Political constraints, dealing with; Pressure tactics; Reservation price; Systems of negotiation; Time constraints; Utility analysis