$0.00 – $6.00
Three-party scoreable negotiation among three non-profit social service providers over whether to apply for funding in a consortium of two or three; variation of Three-Party Coalition Exercise
Allied, Benevolent, and Caring Services are three nonprofit social service providers competing for state social service funding. The state funding agency has decided to increase its annual budget but will provide additional funds only to a consortium of two or more providers. Each provider must decide whether to cooperate with the other providers in order to pursue state funds, and if so, how these funds should be divided among the cooperating providers.
NOTE: The underlying mathematical structure of this exercise is similar to that of the exercises The Parking Facility Venture, Rushing River Cleanup and the Three-Party Coalition Exercise.
This game is designed for three participants, one per role. Game instructions require 5 minutes to read; additional preparation time is desirable. Negotiations require 15 to 20 minutes; more time is useful. A second version of the case includes a mediator as a fourth party.
Before or after the negotiation, participants should be asked to read "Coalition Analysis," Chapter 17 in The Art and Science of Negotiation by Howard Raiffa (Harvard University Press, 1982). The mathematical structure of the exercise is thoroughly and clearly discussed there.
- The dynamics of coalition formation in an unstable situation are illustrated. When many groups of three are playing, outcomes can be explored illustrating the advantages and disadvantages of different negotiating tactics.
- The power of seemingly "weak" players can be enhanced through the creation of blocking coalitions.
- Howard Raiffa's concept of "offers that cannot readily be refused" is illustrated in this game.
For all parties:
- General Instructions
- All of the above
BATNA; Closure; Coalitions; Competition v. Cooperation; Creativity; Currently perceived choice analysis; Decision analysis; Game theory; Options, generating; Quantitative analysis; Time constraints
Social Services Attributes
|Time required:||30minutes - 1 hour|
|Number of participants:||3|
|Neutral third party present:||None|
|Teaching notes available:||Yes|