Business and Commercial Role-Play:

Bradford Development Negotiating a Linkage Agreement

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$0.00 – $6.00

Two-party, single-issue distributive negotiation over a linkage payment that a developer must make to a city government; includes ethical issues

Quantity

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 tnrc@law.harvard.edu 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 http://www.adobe.com/products/acrobat/readstep2.html, or contact the PON Teaching Negotiation Resource Center at tnrc@law.harvard.edu, 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.

SCENARIO:

Bradford, an old New England industrial city, is experiencing an economic boom. The city has recently adopted a ‘linkage agreement’ policy, requiring developers to make once-off payments to the city to offset infrastructure and housing costs. Curry Corporation (‘Curry’) is the first developer to propose a major project under the new administration. After meeting with all the appropriate municipal agencies and citizen groups, the only major issue left unresolved in the proposed project is the appropriate size of the linkage payment that Curry should make to the city.

 

MAJOR LESSONS:

  • Pre-negotiation analysis should include a realistic appraisal of one's BATNA. This provides a reference point against which proposed offers can be evaluated. It is important for each party to assess not only its own BATNA, but also that of the other party. This can also be done in the course of the negotiation itself by trying to elicit information from the other party about its alternatives.
  • Distributive bargaining divides up a fixed pie, and is therefore inherently constant-sum. One party's gain is another party's loss.
  • Each party should explore the interests of the other side before making an offer. Making an offer before exploring the other side's interests could anchor the bidding too high or too low, thereby minimizing one's own potential gains.
  • When the negotiating parties are involved in an ongoing relationship, it is rarely (if ever) prudent to lie or misrepresent one's interests.

 

ADDITIONAL NOTES:

This game can be played with multiple and simultaneous groups of four.

 

TEACHING MATERIALS:

For all Parties:

  • General Instructions

 

Role Specific:

  • Confidential Instructions for Municipal Negotiation Specialists
  • Confidential Instructions for Curry Representatives

 

Additional Teaching notes:

  • Detailed notes including:
  • FAQ by parties about their instructions
  • Debriefing guidelines for the instructor
  • Discussions about the use of one's BATNA
  • Comments about the distributive bargaining process
  • Comments about lying and misrepresentation
  • Summary of lessons
  • Exam Questions

 

KEYWORDS:

BATNA; Bluffing; Credibility; Ethics; Integrative bargaining; Legitimacy; Linkage; Misrepresentation; Real estate development

 

SIMILAR SIMULATIONS:

Negotiated Development in Redstone

Bradford Development Attributes

Time required: 1-2 hours
Number of participants: 4
Teams involved: Yes
Agent present: Non-lawyer
Neutral third party present: None
Scoreable: Yes
Teaching notes available: Yes
Filed in:
Business and Commercial, Real Estate, Role Simulations, Top 5 Real Estate Negotiation Simulations
Tags:
agreement, alternatives, bargaining, BATNA, bluffing, distributive bargaining, fixed pie, integrative bargaining, interests, legitimacy, negotiate, Negotiated Development in Redstone, negotiating, negotiation, relationship