The Consensus Building Institute, Inc.Two-party, two-issue scoreable negotiation between a charity and a corporate sponsor regarding the number and placement of advertising banners at a fundraising walk
The U.S. Cancer Association (USCA) chapter in Sixton City is organizing its annual Cancer Walk, which ends at the Sixton University Stadium. Local TV stations cover the Walk awards ceremony inside the stadium.
Every year, many of Sixton City’s largest businesses sponsor the Walk. USCA arranges for sponsors to display banners along the Walk course, and in the stadium. Corporate sponsors prefer to display their banners in the stadium, where the TV stations set up their cameras.
Each year, USCA sets a “banner price” (the cost of displaying one banner along the Walk course or in the Stadium), which is non-negotiable. USCA and the Walk’s corporate sponsors then negotiate the total number of banners each company will display, and the number of banners that the company will be able to display in the stadium.
The USCA Cancer Walk Coordinator, John Simonds, is about to meet with Emilia Biggs, VP for Public Relations at the Ocean Splash Corporation, a major juice manufacturer headquarted in Sixton City and a sponsor of the Walk. John Simonds of USCA wants to “sell” Ocean Splash a large number of banners, but he wants to limit the number of banners Ocean Splash displays in the stadium, so that he can offer stadium display space to as many corporate sponsors as possible. Emilia Biggs of Ocean Splash wants to “buy” a relatively small number of banners, and to display as many of them as possible in the stadium.
This simulation is a variation of Negotiated Development in Redstone, also available from the Clearinghouse.
This scorable game takes about 10 minutes to read. Preparation should take approximately 15-20 minutes. The parties are given a chart to assess their scores for all possible agreements. The negotiation should take 30-45 minutes. At least 30 minutes should be allocated for debriefing.
- This game involves pre-negotiation analysis enabling parties to understand the importance of “aspirations” as distinct from BATNAs.
- The participants have an opportunity to analyze the differences between distributive and integrative bargaining.
- Focusing on issues that are valued differently will allow participants to assess the importance of trading across issues to reach and agreement.
For all parties:
- General Information
Confidential Instructions and Scoring Charts for:
- John Simonds, USCA Walk Coordinator
- Emilia Biggs, Ocean Splash VP for Public Relations
- All of the above
- Chart of possible outcomes
Anchoring; BATNA; bluffing; closure; constituents; creativity; currently perceived choice analysis; interests, dovetailing; linkage; meaning of “success”; misrepresentation; monolithic vs. non-monolithic parties; offers, first; precedents; pressure tactics; public opinion; reservation price
Ocean Splash Attributes
- Time required:
- 30 minutes – 1 hour
- Number of participants:
- Teams involved:
- Agent present:
- Neutral third party present:
- Teaching notes available:
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 are then permitted to view the document on your computer and either print the number of copies you purchased, or forward the electronic file as many times as the number of copies you purchased. You will only receive a link to one electronic file per document. So, if you order 25 soft copies, you may either forward copies of the link to 25 people via e-mail, or print (and/or photocopy) 25 hard copies of the document.
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.