Update Your Teaching Materials with Our Top Negotiation Role Play Simulations
The field of negotiation is constantly evolving, and as such, requires new ways of teaching negotiation. It can sometimes happen that students come into a class having already encountered the negotiation simulation being used in the course, or that a different kind of exercise is necessary for a different group of students. Adding variety to your negotiation curriculum is easy with the expansive Teaching Negotiation Resource Center (TNRC) catalog of over 250 negotiation simulations, exercises, and case studies.
If you use Sally Soprano, try…
Bakra Beverage is a two hour, two party, nonscorable negotiation between a beverage manufacturer and a soft drink distributor over the terms of a potential distribution contract.
BebsiCo is a multi-billion-dollar, multinational soft drink manufacturer interested in expanding its operations into the Middle Eastern country of Kumar. BebsiCo is eager to sign a new distribution contract with the Kumar-based Bakra Beverage, a financially troubled but reputable soft drink distributor.
In addition to the wide zone of possible agreement regarding the distribution fee, the simulation includes a range of possible criteria for determining the fee as well as numerous possibilities for value-creating options. Teaching points include:
- The value of focusing on interests to create mutually beneficial options
- The power of objective criteria
- The effect of both parties’ BATNAs on the negotiation dynamic
- The importance of balancing both process and substance interests when a long-term relationship is at stake.
This simulation is an great alternative to Sally Soprano with a more corporate and international context. Download a Teacher’s Package today!
If you use MedLee, try…
Hiring a Newtonian is a one hour, two-party, multi-issue negotiation between a human resources director and a prospective employee over terms of hire that highlight cultural differences. The computer programmer, a recent immigrant from “Newtonia,” has certain requirements that cannot be disclosed for fear of invoking bad luck. The Newtonian also has cultural expectations of how the Human Resources Director should behave in order to transact business comfortably. The Human Resources Director simply has the task of hiring this candidate who has been interviewed and recommended for hire. Major lessons include:
- The cultural elements of negotiation and helps sensitize participants to potential cultural differences
- The potential discrepancy between intent and impact
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If you use Parker-Gibson, try…
The Book Contract is a one hour, two-party, single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent’s unpublished but very promising client.
Terry Holtz, a senior editor with a highly regarded, independent publishing firm has received a proposed book entitled Entrepreneurial Schools written by a young, up and coming, but never before published author. Terry is extremely interested in the book and is willing to pay an exceptionally high author’s advance for the book. Jay McIntyre is a successful literary agent and represents Rachel Leonard, author of Entrepreneurial Schools. Jay has shown Rachel’s manuscript to one other publishing firm than Terry’s and has since found out that they are not interested. This coupled with Rachel’s professional ambitions, which would be helped greatly by the visibility that comes with publication, has made Rachel anxious to close the deal with Terry’s firm fast. She has told Jay to settle for what he can get from Terry’s firm, but not to leave any money on the table. Major lessons include:
- This exercise is an excellent vehicle for comparing principled negotiation and positional bargaining.
- The knowledge that one’s BATNA is weak often leads people to negotiate much less vigorously than they otherwise would. Is this ever justified? If so, under what conditions? The case affords a good opportunity to point out that any such analysis should be based on a consideration of the parties’ relative BATNA’s.
- Since the case does have a strong competitive element, there is ample opportunity to explore techniques for indirectly and directly extracting information from the other side.
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Take your training to the next level with the TNRC
The Teaching Negotiation Resource Center offers a wide range of effective teaching materials, including
TNRC negotiation exercises and teaching materials are designed for educational purposes. They are used in college classroom settings or corporate training settings; used by mediators and facilitators seeking to introduce their clients to a process or issue; and used by individuals who want to enhance their negotiation skills and knowledge.
Negotiation exercises and role-play simulations introduce participants to new negotiation and dispute resolution tools, techniques and strategies. Our videos, books, case studies, and periodicals are also a helpful way of introducing students to key concepts while addressing the theory and practice of negotiation and conflict management.
Which negotiation exercises have helped you? Let us know in the comments.