Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School
"Caitlin's Challenge" is a short case recounting Caitlin Elliot's history at a company called Microenterprises Incorporated and her negotiation with its CEO, George Baker, about a promotion and a bonus. The case is good for discussion about what makes negotiating for oneself in an organization more difficult than negotiating on behalf of others. The video can be analyzed using a moves and turns framework and it ideal for management and leadership courses in addition to negotiation and conflict resolution courses.
Caitlin’s Challenge is a short case with an accompanying video written and produced by Deborah Kolb. The case recounts Caitlin Elliot’s history with a company called Microenterprises Incorporated as the background to a negotiation she plans to have with its CEO, George Baker, about a promotion and bonus. The video shows Caitlin’s negotiation discussion with George. The case and video are set within an organizational context with potential gender issues as part of the negotiating context. The case lends itself to a discussion about what makes negotiating for oneself in an organization more challenging than negotiating on behalf of others, how to prepare for a negotiation where personal issues are at stake, and what strategies work best in dealing with a difficult boss. Gender issues can be discussed at individual, interactional, and organizational levels. The video can be effectively analyzed using a moves and turns framework to structure the discussion. Caitlin’s Challenge, because it is set in an organizational context, can be used in management and leadership courses as well as in negotiation and conflict classes where instructors want to help students think about and practice what to do in real time. Accompanying the teaching note and video, we include a PowerPoint exemplar to teach Caitlin’s Challenge.
- The case illustrates the complexity of negotiating for oneself in an organization where there are significant power differentials and where the issues to be negotiated are often unclear and/or contested.
- Students are invited to consider how a person prepares herself for a negotiation that has been contentious in the past and where there is not much of a negotiating track record.
- The video provides an opportunity for students to observe different moves and turns.
- The case provides an opportunity to discuss gender and how it might matter in these negotiations.
Caitlin's Challenge Attributes
- Time required::
- 60 to 90 minutes
- Teaching Notes Available::
- Run Time::
- 8 minutes
- Produced by::
- Simmons College Graduate School of Management with the Program on Negotiation 2012
PON Teaching Negotiation Resource Center
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 firstname.lastname@example.org 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 email@example.com, 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.