Ron Karp and Bruce PattonTwo-party conversation between an employee and his supervisor regarding the employee's recent poor job performance and potential termination
Free review copies of non-English Teacher’s Packages will be emailed upon request. Please contact email@example.com or telephone 800-258-4406 (within the U.S.) or 781-966-2751 (outside the U.S.)
Jerry has been a steady worker for the company for four years. During the last three months, Jerry’s work and attitude have taken a dramatic turn for the worse. Jerry’s supervisor does not know the reasons behind Jerry’s decline, but the situation has come to the point where the supervisor is prepared to fire Jerry, and is under considerable pressure from management to do so. At the supervisor’s instigation, the two are about to meet to discuss this situation.
This exercise can be done between students, or between a student and the instructor. It works well both ways. The issue of firing someone seems to have high general salience. In playing Jerry, the instructor can model the psychological game of “victim.” Videotaping participant exercises can produce psychologically rich interactions. In participant-instructor demonstrations, the interaction with Jerry can be followed by a meeting between the supervisor and the supervisor’s superior.
Confidential Instructions for:
- All of the above
- Draft Teacher’s Note
BATNA; Closure; Commitment; Communication; Compliance; Emotions; Ethics; Fairness; Information exchange; Nonverbal communication; Objective criteria; Options, generating; Personality; Power imbalance; Pressure tactics; Psychological games; Relationship; Risk perception; Separating the people from the problem
This case was designed to explore the psychological games of “victim” and “rescue.” By gaining awareness of the archetypes, participants become more sensitive to analogous, but less dramatic, interpersonal dynamics that they encounter in negotiations.
This case provides an excellent opportunity to plan, practice, and test skills in “separating the people from the problem,” and dealing with each on their own merits. Dealing humanely with Jerry should not require continued disastrous reliance on his handling of important company business.
The power of good preparation is also apparent here.
- Time required:
- Less than 30 minutes
- Number of participants:
- Teams involved:
- Agent present:
- Teaching notes available:
- Neutral third party present:
- Non-English version available:
- German, Spanish
Soft copy vs. hard copy
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If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.
The purchase price and handling fee are the same for both soft and hard copies. Soft copies do not entail a shipping fee.
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 781-966-2751 (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 781-966-2751 (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, then you should order a single Teacher’s Package for that role simulation. A PDF, or soft copy, version of the Teacher’s Package is also available as a free download from the description page of most role simulations and case studies. There is no need to order participant materials as well as a Teacher’s Package, as 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. Please note that the materials in Teacher’s Packages are for the instructor’s review and reference only, and may not be duplicated for use with participants.
Ordering copies for multiple participants
If you wish 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 “Participant Copies.” There is no need to calculate how many of each role is required; 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 “Participant Copies.” 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.