Real Estate Role-Play:

Wintertime in Winterville

Jonathan Raab, Sarah McKearnan, Jan Martinez, and Michele Ferenz

Four-party negotiation among a federal building manager, the building contracting officer, a local employment agency, and a nonprofit organization regarding the renewal of a janitorial services contract in the context of past service problems


Please note: you must order a copy (a.k.a. license/usage fee) for every person participating in the simulation in your course. This simulation has multiple roles, so you will be unable to complete your purchase without meeting the minimum quantity requirement of copies per role.

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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 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 or 800-258-4406 (within the U.S.) or 301-528-2676 (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 301-528-2676 (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, 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.

Bulk Pricing Discount

For bulk orders, we offer the following pricing discounts. Please note that these only apply to bulk orders of the same simulation.

  • Between 100-250 copies – 10% discount
  • Between 251-500 copies – 25% discount
  • More than 500 copies – 50% discount
Log In or Register to download the free Teacher's Package Sample.


The General Services Administration of Winterville (GSA) owns the Truman Federal Building in downtown Winterville. The building is large and requires extensive janitorial services.

The Stonybrook Employment Center (Stonybrook) is a local employment agency which offers employment opportunities for mentally disturbed individuals, those with physical disabilities or those who are recovering from substance abuse.

GSA decided to switch from using a commercial janitorial service to Stonybrook as part of supporting its community outreach program. Recent contract re-negotiations started smoothly, but have now hit a rough patch. Recent events have led to a number of disagreements about whether Stonybrook meets its obligations under the contract. GSA has threatened to withhold payment to Stonybrook and the conflict has reached a boiling point.

The annual contract between the GSA and Stonybrook is due to be renewed or cancelled in one month. Representatives from Stonybrook, the GSA, and NISH (a nonprofit agency that assists community programs like Stonybrook in setting up contracts with government agencies) are meeting to resolve the various issues that have come up, and to negotiate the contract renewal.



For all parties:

  • General Instructions
  • Packet of Worksheets


Role Specific Confidential Instructions for:

  • The Truman Federal Building Manager
  • The GSA Contracting Officer for the Truman Federal Building
  • The Executive Director of Stonybrook
  • The Regional Director of Services for NISH


Teaching Package:

  • All of the above



Multi-party negotiations; government procedure negotiations;




Wintertime in Winterville Attributes

Time required: 2-3 hours
Number of participants: 4
Teams involved: No
Agent present: None
Neutral third party present: None
Scoreable: Yes
Teaching notes available: No