Business and Commercial Role-Play:

Ad Sales, Inc.


Lawrence Susskind

Six-party, multi-issue contract negotiation between management and union members of a publishing firm


Please note: you must order a copy (a.k.a. license/usage fee) for every person participating in the simulation in your course. This simulation has multiple roles, so you will be unable to complete your purchase without meeting the minimum quantity requirement of copies per role.

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PON Teaching Negotiation Resource Center

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Soft copy vs. hard copy

You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You will have one week to download your materials from when you receive the email. You are then only authorized to use, print, or share the materials as many times as the number of copies you purchase. The TNRC charges for use of this simulation on a per-participant basis. Therefore, you must purchase a separate copy of this simulation for each person who will be participating, regardless of the number of roles in the simulation. You will only receive a link to one electronic file, which includes all general instructions, confidential instructions, and any teaching notes for the simulation. You should separate out the instructions before distributing to participants.

If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.

For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).

Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at, or contact the PON Teaching Negotiation Resource Center at, 800-258-4406 (within the U.S.), or 301-528-2676 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.

Ordering a single copy for review

If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, a PDF, or soft copy, version of the Teacher’s Package for the simulation is available as a free download from the description page of most role simulations and case studies. All Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters.

Ordering copies for multiple participants

To order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Quantity.” There is no need to calculate how many of each role is required.

If you are ordering hard copies, the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Quantity.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.

In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.

Bulk Pricing Discount

For bulk orders, we offer the following pricing discounts. Please note that these only apply to bulk orders of the same simulation.

  • Between 100-250 copies – 10% discount
  • Between 251-500 copies – 25% discount
  • More than 500 copies – 50% discount
Log In or Register to download the free Teacher's Package Sample.


Ad Sales, Inc., a firm that sells advertising space in business publications, has a new management team that will negotiate its first contract with the union representing its employees. Tension has been building, and both sides have been maneuvering for strategic advantage. Some issues to be addressed are salary, vacation time, pensions, sub-contracting, compensation, and work assignments.



The two teams will meet separately for an hour to discuss their strategies and objectives. Then the two teams will meet and negotiate for two hours. The threat of a strike is motivation for progress in the negotiations.



For all parties:

  • General Information
  • Supplementary Information and Stated Positions


Role Specific:

Confidential Instructions for:

  • Lawyer on Management Team
  • Regional Sales Manager
  • Vice President for Sales
  • Vice President of AFL-CIO Local 1502
  • Representative of the International Advertising Workers Federation
  • President of Local 1502
  • Supplementary Instructions for all of the above roles


Teacher's Package (24 pages total):

  • All of the above



  • Interval team conflicts must be ironed out before union-management negotiation can proceed smoothly.
  • This case encourages parties to trade across issues and within issues. Players must decide what their BATNA's are and the differences in values of issues will determine the amount of trading.
  • This is a good exercise for people in actual contract negotiations.
  • This game allows the players to explore the influence of threats and promises on the behavior of other parties. These must be handled carefully.
  • The problems of power imbalance, typical of employee relations, are highlighted. This is probably a good case for a mutual gains approach, but useful objective criteria may be hard to come by.





Agenda Control; Anchoring; BATNA; Bluffing; Caucusing; Coalitions; Communication; Consensus Building; Currently perceived choice analysis; Drafting; Emotions; Fairness; Financial analysis; Interest analysis; Interests, quantifying; Joint gains; meaning of "success"; Offers, first; Partisan perceptions; Precedents; Pressure tactics; Risk perception; Threats

Ad Sales, Inc. Attributes

Time required: 3-5 hours
Number of participants: 6
Teams involved: Yes
Agent present: Lawyer, Non-lawyer
Neutral third party present: None
Scoreable: No
Teaching notes available: No
Non-English version available: German