Getting To The Root Of Technology-Related Business Negotiation
What’s faster than the pace of technological development? The pace of lawsuits being filed about the adoption of new technologies, patent infringement, and intellectual property rights. In our modern world, professionals must be able to resolve highly challenging technology-related disputes – often before they reach the courtroom. That’s where the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC) comes in.
Drawing on a wide-range of disciplines including microeconomics, social psychology, behavioral economics, and management science, the TNRC has developed a wide range of role-play negotiation games designed to help participants work through the complexities of technology-related business negotiations.
PowerScreen Problem – Featured Role-Play Simulation
Hacker and Star are each 50% owners of a software company. The company has done moderately well, but now faces a crisis resulting from a dispute between the partners over the ownership and disposition of Powerscreen, a new product. Hacker developed Powerscreen, at least partly on his own time and definitely against Star’s wishes.
Participants learn to:
- Analyze the interests of the parties to craft an agreement that solves a realistic business dispute between partners in a high-tech business
- Explore how to reestablish a good working relationship between the parties and ensure a lasting success of the negotiation outcomes
- Understand the implications of arbitration or another form of third-party intervention
- Address issues of Best Alternative to a Negotiated Agreement (BATNA)
Telecom Services – Featured Role-Play Simulation
Data Voice markets telecommunications (“telecom”) services to residential and business customers. This year, a small firm called Consulting Integration needs to renew and adjust its telecom services contract with Data Voice. In this two-party, scoreable negotiation game, each party attempts to negotiate the more favorable deal.
Participants learn to:
- Create value in negotiation through trading on different priorities
- Explore ways to allocate, optimize, and maximize resources
- Understand the tensions between creating and claiming (or distributing) value
- Discover the effect of aspiration and reservation values on negotiated outcomes
- Understand the importance of responding and adjusting to new information in negotiations
Take your training to the next level with the TNRC
The Teaching Negotiation Resource Center offers a wide range of effective teaching materials, including
- Over 200 role-play simulations
- Critical case studies
- Enlightening periodicals
- More than 30 videos
- 100-plus books
TNRC 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.
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 viewers to key concepts while addressing the theory and practice of negotiation and conflict management.
Originally published in September, 2014.