Duncan MacLarenTwo-party negotiation between a company field representative and a large corporate customer over a possible product return
The senior field representative for Alplaus Supply Company is meeting with the General Manager of a company that prints and distributes many kinds of documents. The general manager recently bought a machine that performed simple folding and envelope-stuffing tasks. The machine was a good deal, but now the company is having some problems with it. The general manager wants to return the machine. The field representative knows that Alplaus has already gone over their returns budget for this month. This negotiation is based on The Blender by Bruce Patton.
This is a simple two party that may be done with teams or individually.
- General Manager
- Field Representative for Alplaus Supply Company
- All of the above
- The scenario makes it easy to slip into a negative, reactive mode, with unsatisfactory outcomes usually resulting.
- Those parties willing to consider the perceptions and interests of the other party relevant can usually engage effectively in mutually beneficial joint problem solving.
- The perception of who is in power in this negotiation and how that affected the results of the negotiation can be explored by comparing different groups.
- In this negotiation, unlike in The Blender, the two parties have a previous relationship, and may have one in the future. The values involved are also much larger.
Alplaus Supply Company Attributes
- Time required:
- 30 minutes-1 hour
- Number of participants:
- Teams involved:
- Agent present:
- Neutral third party present:
- Teaching notes available:
- Non-English version available:
- German, Norwegian
PON Teaching Negotiation Resource Center
Soft copy vs. hard copy
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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.