Business and Commercial Role-Play:

Discord at the Daily Herald


Lara SanPietro

Two party, multi-issue negotiation between the co-owners of the Daily Herald newspaper over how to resolve ongoing management issues and implement structural reforms in the face of high pressure circumstances.


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.


Discord at the Daily Herald is a two party, internal negotiation between co-owners of a newspaper embroiled in management conflicts. J. Blanton and K. Logan are the co-owners of the Daily Herald newspaper. J. Blanton previously worked in the freight-shipping industry, while K. Logan worked in the Logan family media business. The co-owners have become embroiled in conflict over the direction of the paper’s future. As a result of this conflict, K. Logan has terminated the paper’s long-time editor in chief without consulting J. Blanton. K. Logan is seeking an overall shift to a digital-only publishing model in order to expand readership and return to profitability. J. Blanton wants to maintain a more print-based, traditional newspaper model to serve the community. Underlying this management discord are strained relationship dynamics been the owners and plummeting morale among the staff. J. Blanton feels that K. Logan does not take others’ input seriously, and K. Logan feels that J. Blanton is resistant to change and evolution. J. Blanton and K. Logan have also just been informed of a planned staff walkout in protest of management’s erratic leadership and they must now break their previous impasse on these issues to try to avert a crisis. Major lessons of this negotiation include:

  • Importance of agenda setting in multi-issue negotiations.
  • Breaking an impasse in a negotiation.
  • Negotiating with very weak alternatives (BATNA) and under pressure of escalating consequences.
  • Having difficult conversations in relationships with low trust.


  • Teaching Notes
  • Confidential Instructions for J. Blanton
  • Confidential Role Instructions for K. Logan
  • Outcome Form

Discord at the Daily Herald Attributes

Time required: 2-3 hours
Numbers of participants: 2
Scoreable: No
Teaching Notes Available: Yes
Neutral third party present: No