Philanthropic Management Package Negotiation for Not-for-Profits, Foundations, and Community Groups

Lawrence Susskind and Janet Martinez

A package of four role simulations and a working paper focusing on the negotiation issues facing managers of not-for-profits, foundations, community groups, and other philanthropic organizations

What to Buy?


This package of Program on Negotiation teaching materials is specially designed to address the negotiation issues facing managers of not-for-profits, foundations, community groups, and other philanthropic organizations. It includes four multi-party role simulations as well as background reading, and may be used as the basis for a stand-alone 2-day workshop or as a component of a longer course.

The complete Philanthropic Management Package includes:

(1) Consensus Building for Family Foundations, by Janet Martinez and Lawrence Susskind (PON WP 00-1). A 27-page working paper offering advice to family foundations on how to build consensus internally, as well as within the communities where they are located.

(2) Wintertime in Winterville, a 4-party simulated negotiation among representatives from a community employment program, a federal building, and a nonprofit agency over a contract to provide janitorial services for the federal building.

(3) Blueville Health Foundation, a 6-party simulated negotiation among health foundation board and staff members regarding community health funding priorities.

(4) Homelessness in Niceville, a facilitated 5-party simulated negotiation among a representatives from a homeless shelter, a state homelessness task force, the homeless union, the local homeowners association, and a community service league regarding the allocation of a foundation grant to alleviate homelessness.

(5) Franklin Family Foundation and Westbrook Regional School District, a 12-party, 2-team simulated negotiation between foundation board members and community representatives (headed by members of a school board) regarding a proposed tutorial program for minority high school students.


Please note: Any of the package components may be purchased individually by clicking on the title.


Philanthropic Management Package Negotiation for Not-for-Profits, Foundations, and Community Groups Attributes

Lawrence Susskind, Janet Martinez and various other authors
Program on Negotiation
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 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 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, or contact the PON Teaching Negotiation Resource Center at, 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.