Business and Commercial Role-Play:

Camilia Pictures


Robyn Cali and Robert C. Bordone

Two-party, multi-issue, potentially integrative settlement negotiation between lawyers for a large entertainment conglomerate and its wholly-owned film production company over the rights to a new documentary film and the clients' future relationship


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.


Camilia Pictures is a film production company dedicated to producing movies with artistic merit, strong market potential, and cutting-edge sensibilities. Seven years ago, Camilia Pictures President Raven Reynolds, then an independent producer with a small company and a big Hollywood name, and Rick Statler, CEO of family entertainment powerhouse Labrador Entertainment, agreed to a merger. Camilia would continue to produce high-quality films, but it would do so as a part of the larger Labrador empire. Though Reynolds would still run Camilia, all movies it produced would now belong to Labrador.

For its first few years under the Labrador umbrella, Camilia Pictures thrived. But for the past few years, it has struggled as Reynolds and Statler continue to battle over money. Reynolds insists that she needs more to succeed. Statler, meanwhile, is increasingly concerned about the bottom line. The dispute between these two came to a head when Reynolds used her own money to purchase Privileges and Immunities, a controversial new documentary, against Statler’s direct orders. Reynolds contends that because she used her own money to buy it and Statler is refusing to distribute it, she has the right to make her own arrangements to bring Privileges to theaters. Statler insists that the film belongs to Labrador and that he is completely within his rights to refuse distribution. Labrador’s in-house counsel has referred both parties to separate lawyers to avoid a conflict of interest.

This simulation revolves around the meeting between the lawyers for Labrador Entertainment and Camilia Pictures, but is also suitable for use by non-lawyers. At stake is not only the ownership of the new documentary, but also the future of Raven Reynolds and Camilia Pictures at Labrador Entertainment.



Time Required:

  • 2 hours individual preparation (preferably outside of class)
  • 45-60 minutes preparation by side (optional)
  • 45-60 minutes negotiation
  • 1-2 hours debriefing

Group Size: 2 or 4 persons (lawyers may negotiate individually or in pairs)


Materials Required:

  • General Instructions for both parties
  • Confidential Instructions for Raven Reynolds’ attorney
  • Confidential Instructions for Rick Statler’s attorney
  • Illustrative 7-Element Preparation worksheet (to be distributed after the negotiation)


Teacher's Package includes:

  • All of the above
  • Teaching note



This simulation is useful for focusing on a range of negotiation issues, including:

  • Use of the Seven Element framework in preparation and negotiation (particularly interests, options, and objective criteria)
  • Tension between empathy and assertiveness
  • Tension between creating and distributing value (and associated issues such as disclosure)
  • Dispute resolution in the context of a long-term relationship
  • Issue control and strategy in a multi-issue negotiation
  • Agreement-drafting skills and implementation orientation
  • Relationship between negotiation process and substance
  • Role of attorneys / agents in negotiation

Camilia Pictures Attributes

Time required: 2-3 hours
Number of participants: 2
Teams involved: No
Agent present: Lawyer
Neutral third party present: None
Scoreable: No
Teaching notes available: Yes
Non-English version available: French