Role Simulations

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More than 200 role-play simulations are available through the Program on Negotiation Teaching Negotiation Resource Center. These put participants in hypothetical situations and challenge them to deliberate and make decisions in new and different ways. Role-play simulations foster both individual and collective learning that can be transferred to “real world” situations. They also provide safe and flexible settings for experimentation.

Role-play simulations combine the best of traditional learning exercises, which feature fixed rules that limit the range of possible outcomes, along with role-specific assignments that leave room for creative problem-solving. Learners are given common general instructions that set the stage along with confidential instructions (based on interviews with people who have played those actual roles or something close to them). Role-play simulations are usually followed by debriefings in which participants – with the help of an instructor – reflect on how the exercise progressed, what they learned, and how these lessons relate to or diverge from their real world situations.

Technical information plays an important role in some role-play simulations, but the emphasis is primarily on human interactions. The role-play simulations in the Teaching Negotiation Resource Center are ultimately designed to help participants learn to become better negotiators and become more self-conscious about what they are doing and why.

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Role Simulations

Role Simulation
Values-based / Identity-based Dispute Negotiation Role-Play:

Springfield OutFest

Kate Harvey and David Kovick, under the supervision of Lawrence Susskind and Jennifer Brown
This is a six-person, non-scorable negotiation simulation focused on mediating values-based legal disputes, specifically disputes involving conflicting views and values regarding homosexuality and religious faith.
Role Simulation
International Relations Negotiation Role-Play:

St. Francis Hospital and the Managed Medical Model

Patricia Moore and Lawrence Susskind
Five-party, four-issue negotiation among representatives for a financially struggling hospital's administrators, doctors, and nurses over budget priorities and expanded application of the managed medical model
Role Simulation
Family Negotiation Role-Play:

Stakes of Engagement, The

Nicholas Sabin
Two-party, multi-issue, scoreable negotiation regarding a prenuptial agreement, calling for a balance of substantive and relationship concerns
Role Simulation
Law / Courts Negotiation Role-Play:

State v. Huntley

Timothy Reiser
Two-party criminal plea bargain negotiation between a prosecutor and a public defender for a man charged with aggravated rape
Role Simulation
Education Negotiation Role-Play:

Student Paper

Bruce Patton
Simple two-party awareness-building negotiation between a student and a professor regarding an assignment submitted after the deadline
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Sue or Settle

Seth Freeman, John Richardson, and Bruce Patton
Four-person, two-party, strategic decision-making exercise to highlight the cost-benefit analysis in determining whether to settle a medical malpractice case or to continue litigation
Role Simulation
Public Dispute Negotiation Role-Play:

Summitville Service Agreement

Patrick Field and Tracy Dyke
A two-team (four-party), co-mediated, multi-issue negotiation simulation involving a bitter property tax dispute between a small town and an Indian band living on a nearby reservation
Role Simulation
Law / Courts Negotiation Role-Play:

Super Slipster

Matt Smith under the supervision of Robert C. Bordone, with revisions by Michael Moffitt
Two-party personal injury settlement negotiation between the attorney for the injured plaintiff and general counsel for the defendant toy manufacturing company
Role Simulation
Labor Relations Negotiation Role-Play:

Team Meeting

Joel Cutcher-Gershenfeld
Five-party, multi-issue, time-constrained negotiation among members of a factory work team, a union steward, and a supervisor over a range of individual agenda issues
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Technology Equipment Partners

Tracey Brenner, under the supervision of Lawrence Susskind
Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing agreement
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Teflex Products

Lawrence Susskind and James Lawrence
Five-party, multi-issue negotiation among representatives of a pharmaceutical company, a medical drug manufacturer, and three consumer organizations over the delayed release of a new drug
Role Simulation
Technology Negotiation Role-Play:

Telecom Services

Beth Doherty under the supervision of Lawrence Susskind
Two-party, two-issue, integrative, scoreable negotiation over the terms of a telecommunications services contract
Role Simulation
Organizational Development / Change Negotiation Role-Play:

Telemachus Technology

Ellen Waxman and George Maxe
Three-party intra-organizational negotiation among mentor, mentee, and mentee's manager regarding an upcoming meeting that touches on diversity, communication, and mentorship issues
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Tendley Contract

Two-party integrative contract negotiation between a computer consultant and a school district representative at an apparent impasse over different expectations over cost of services
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Terminal Lighting Problems

Marjorie Corman Aaron and JAMS/ Endispute
Two-party integrative negotiation between a contractor and an airport client regarding the delayed installation of lighting fixtures
Role Simulation
Labor Relations Negotiation Role-Play:

Termination Tempest

Marjorie Corman Aaron
Four-person, two-team settlement negotiation between a terminated employee and counsel, and the former employer and counsel, regarding possible settlement of an age discrimination lawsuit
Role Simulation
Leah C. Stokes, Lawrence Susskind, and Noelle E. Selin
This mercury game is a role-play simulation aimed at scientists, students and decision makers. Playing the game will help participants explore the consequences of representing scientific uncertainty in various ways in a policy context.
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Theotis Wiley

Jake Erhard, under the supervision of Robert Bordone
Two-party integrative negotiation between agents for a basketball player and a shoe manufacturer over a possible sneaker endorsement deal
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Three-Party Coalition Exercise

Lawrence Susskind
Short three-party scoreable negotiation among representatives of three organizations over the integrative and distributive aspects of a possible 2- or 3-party coalition
Role Simulation
Technology Negotiation Role-Play:

TownCenter.com

Eric Gould and Michelle Easter
Two-party negotiation between a start-up company owner and a marketing firm over the potential sale of an internet domain name
Role Simulation
Organizational Development / Change Negotiation Role-Play:

Trademore Personnel

Lawrence Susskind and Bruce Patton
Three-person, integrative, facilitated negotiation with two department heads and a Human Resources observer/facilitator regarding the possible transfer of an employee from one department to the other
Role Simulation
Family Negotiation Role-Play:

Trask Divorce

Two-party, multi-issue negotiation between lawyers representing a divorcing couple regarding alimony and financial support for a special-needs child; involves ethical issues
Role Simulation
Sean Cote under the supervision of Abram Chayes and Antonia Handler Chayes
Three-person mediated or arbitrated settlement conference regarding a contract dispute between a U.S.-based graphics firm and a Japanese digital printer manufacturer
Role Simulation
William Ury, Ibrahim Ibrahim and Roger Fisher
Three-team, multi-issue mediation involving two or more representatives each of the country of Tulia, the country of Ibad, and the Organization of African Unity (O.A.U.) regarding a cease-fire between the two warring countries
Role Simulation
Law / Courts Negotiation Role-Play:

United States v. Dunlop

Dan Vogel, under the supervision of Robert Bordone
Four-person, three-issue, two-round between U.S. prosecutors, an executive charged with securities fraud, and defense counsel over the terms of a possible plea bargain; attorney-client interviews are followed by a plea bargain negotiation
Role Simulation
Values-based / Identity-based Dispute Negotiation Role-Play:

Values-Based Mediation Simulations

Three new role-play simulations focus on the mediation of values-based disputes. They are now available with Teaching Notes and an Annotated Bibliography from the Program on Negotiation Clearinghouse.
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Viatex

Hal Movius
Two-party negotiation between representatives of Viatex and one of its clients, Brattlebury, involving trade-offs between short and long-term gains as well as dealing with internal stakeholders.
Role Simulation
International Relations Negotiation Role-Play:

Water on the West Bank

Susan Podziba and Lawrence Susskind
Seven-person, four-issue mediation among three Israeli water authority and regional representatives and three Palestinian water authority and political representatives over plans to drill a new well on the West Bank
Role Simulation
Evan Thomas Paul and Jessica Agatstein under the direction of Professor Lawrence Susskind
This is a six-party, multi-issue negotiation game involving environmental, economic, social, and political interests in a city where the water infrastructure is inefficient and not up to the task of coping with extreme water events.


Parties: 6. Time Req'd: 1-2 hrs. Teaching Notes: Yes.
Role Simulation
International Relations Negotiation Role-Play:

Water Woes

Marjorie Corman Aaron and JAMS/ Endispute
Three-person mediation between an architect and a real estate developer over responsibility and compensation for a major construction error
Role Simulation
Gender Negotiation Role-Play:

Weathers and Evans

Douglas Stone
Two-party negotiation between a law firm partner and former associate regarding sexual harassment allegations
Role Simulation
International Relations Negotiation Role-Play:

Welding Connection

Marjorie Corman Aaron and Jim Lawrence
Four-person grievance mediation among counsel for a welding company, a union representative, and a discharged employee over the legitimacy of the discharge, which was based on a positive drug test
Role Simulation
International Relations Negotiation Role-Play:

West Wind in Pine Hills

A 2-participant, 2-issue, scorable negotiation between a wind company rep and a rural community rep about a proposed wind turbine project
Role Simulation
Community Dispute Negotiation Role-Play:

WestvilleMediation Strategies in Community Planning

John Forester and David Stitzel
Three-person, three-issue, integrative, scoreable mediation among representatives of a homelessness task force and a neighborhood group, mediated by a planning department representative, over the terms of a proposed homeless shelter in their suburban town
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

What To Do With Hexiglass?

Beth Doherty and Hal Movius
3-player, non-scoreable game designed to teach the benefits of managing communication and trust in the context of a technology negotiation.
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Williams Medical Center

Eileen Babbitt and Lawrence Susskind
Five-party negotiation among representatives of pharmacists, physicians, nurses, and administrators to develop recommended changes to the drug prescription policy of a large metropolitan teaching hospital
Role Simulation
Values-based / Identity-based Dispute Negotiation Role-Play:

Williams v. Northville

Kate Harvey and David Kovick, under the supervision of Lawrence Susskind and Jennifer Brown
5-person, non-scorable mediation between a school principal and a parent (with attorneys) regarding a values-based dispute over classroom discussions and materials addressing same-sex couples and their families
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Win as Much as You Can

Four-person, simplified, iterated prisoner's dilemma exercise
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Win As Much WATER As You Can!

Catherine Ashcraft
Four-person, scoreable, prisoner’s dilemma game where players decide how to handle low water levels in 10 quick rounds; an adaptation of the case “Win As Much As You Can.”
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Wintertime in Winterville

Jonathan Raab, Sarah McKearnan, Jan Martinez, and Michele Ferenz
Four-party negotiation among a federal building manager, the building contracting officer, a local employment agency, and a nonprofit organization regarding the renewal of a janitorial services contract in the context of past service problems
Role Simulation
Steven Maser
Five- or six-person, multi-issue, facilitated negotiation among federal agency, state government, environmental, and industry representatives over the regulation of woodstove emissions; optional sixth role for industry association counsel
Role Simulation
Labor Relations Negotiation Role-Play:

Work Rules Strategy

Kathleen Valley
Two-team iterated scoreable prisoner's dilemma exercise set in a labor/management context
Role Simulation
International Relations Negotiation Role-Play:

World Trade Center Redevelopment Negotiation

Lawrence Susskind, Katherine Harvey, David Kovick, F. Peter Phillips, Marc Wolinsky, Cathy Cronin Harris, and Simeon Baum
Six-person facilitated negotiation among representatives of the city, state, developer, insurer, and victims' families regarding the redevelopment of the World Trade Center site following the Sept. 11, 2001 terrorist attacks
Role Simulation
International Relations Negotiation Role-Play:

Zalada Crisis

Thomas Rasmussen, Elizabeth Kopelman, and Wayne Davis
Two-party international negotiation between representatives of a former colonial power and an independent former colony over the release of two arrested embassy workers and related political consequences

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