$0.00 – $6.00
Short three-party scoreable negotiation among representatives of three organizations over the integrative and distributive aspects of a possible 2- or 3-party coalition
NEW – ALL-IN-ONE CURRICULUM PACKAGE
If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Three-Party Coalition All-In-One Curriculum Package will provide you with everything you need to teach negotiation.
The All-In-One Curriculum Package makes it easy to teach negotiation, track learning outcomes, and includes materials for the instructor as well as for students.
- Instructor’s Guide – Guide for instructors on negotiation concepts, simulation logistics, and debriefing simulation participants.
- Instructor Background Reading List – List of background readings for instructors to complete before using the simulation to gain a better understanding of the negotiation concepts.
- Student Background Reading List – List of background readings for students to complete before the simulation to gain understanding of the negotiation concepts.
- Confidential Role Instructions – Confidential role-specific materials for participants in the exercise.
- Pre-Negotiation Surveys – After completing the background reading and/or presentation of the negotiation concepts, participants complete the online Pre-Negotiation Survey to benchmark their understanding of the key learning points the game is intended to teach.
- Agreement Outcome Form – Participants reporting the results of any agreements reached in the simulation.
- Post-Negotiation Survey – After finishing the simulation, but before the debrief, participants fill out the Post-Negotiation Survey so Instructors can gauge participants understanding of the issues and concepts.
- Class PowerPoint Presentation – The first part of the PowerPoint slide deck is for the instructor to use to introduce negotiation concepts, how to participate in a negotiation simulation, and Three-Party Coalition. The second part is for the instructor to use in debriefing the simulation with participants.
- Feedback Survey – At the conclusion of the exercise, participants can give feedback on the process and outcomes.
To order this package, you must purchase a minimum of ten copies. A separate copy must be purchased for every participant in the exercise. The materials are all single use and must be re-purchased for subsequent uses.
Three independent organizations, “A,” “B” and “C,” have sent representatives to a three-way negotiation. The representatives have learned that there are benefits to working together. If all three groups reach an agreement, benefits totaling 121 points will be split three ways (to be determined by the participants). If only two of the organizations reach an agreement, the total benefits to be split will be less than 121 (varying, depending on which two organizations join together) and the third party will be left with nothing.
You can see students practicing the Three-Party Coalition Exercise negotiation game in this free video:
- The concept of BATNA can be examined, since each participant has the information he or she needs to calculate the expected value of various deals.
- The power of seemingly “weak” players can be enhanced through the creation of blocking coalitions.
- When played by several groups at the same time, the comparison of outcomes is effective.
- The exercise can also be used to raise questions about the basis for arbitrating multi-party disputes.
For more information on the lessons of this game, see Howard Raiffa’s book “The Art and Science of Negotiation” (Harvard University Press), also available from the TNRC.
- This exercise is designed for three participants. Preparation should take 5-10 minutes. Negotiations require 15-20 minutes; more time is useful.
- Room with seating for multiple groups of 3. An overhead transparency projector is useful since some of the materials include transparencies.
For all parties:
- General Instructions
- All of the above
- Teaching Note
- Overhead transparency masters
BATNA; Closure; Coalitions; Competition v. Cooperation; Creativity; Currently perceived choice analysis; Decision analysis; Options, generating; Quantitative analysis
The Parking Facility Venture
Rushing River Cleanup
Three-Party Coalition Exercise Attributes
|Time required:||1-2 hours|
|Number of participants:||3|
|Neutral third party present:||None|
|Teaching notes available:||Yes|
|Non-English version available:||French, Spanish, German, Norwegian, Turkish|