Joel Cutcher-GershenfeldSix-party, multi-issue negotiation among human resource and line managers to create a plan for improving communication and outsourcing recruitment activities
NUTECH, Inc. is a hypothetical company that manufactures electrical and injection-molded plastic parts for the automotive and aerospace industries. The Plastics Division and Electronic Division each are responsible for advanced engineering, prototypes, and final manufacturing. The Sales & Service Operations Division generates orders and handles customer complaints and other service issues for both manufacturing divisions.
The CEO of NUTECH has asked the HR Managers and senior line managers for each of the three divisions to conduct a summit session on (a) a plan to improve communication between the service and manufacturing divisions; and (b) a plan to support the outsourcing of recruitment.
This simulation is designed to be run in four phases: separate preparatory meetings of all participants playing the same roles; a “fishbowl” in which six volunteers (each playing one of the six roles) illustrates an unconstructive approach to the summit meeting; “company meetings” with separate groups of HR Managers and Division Managers; and “company meetings” with the full group of all HR Managers and Division Managers.
- The different phases of the negotiation allow the advantages of preparation and caucusing to be explored at length.
- The complexity of the case provides room for a wider range of solutions, thus highlighting the power of creative option generation.
- The collective representative aspect of the negotiation highlights issues of representative authority and constituent management.
- The number of parties raises a range of issues about intra- and inter-party multilateral negotiation.
Managing Change Attributes
- Time required:
- 2-3 hours
- Number of participants:
- Teams involved:
- Agent present:
- Neutral third party present:
- Teaching notes available:
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 email@example.com or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).
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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.