Highly effective and engaging, negotiation games are used to expose participants to a range of negotiation and dispute resolution tools, techniques, and strategies.
To help teach key negotiation skills the Teaching Negotiation Resource Center (TNRC) has developed a wide range of negotiation games that reflect the full breadth and depth of business and commercial negotiations. Role-plays help facilitate dynamic learning, as participants explore issues from both sides of the table, experiment with different approaches to resolution, and have an opportunity to see the results.
Drawing on a wide range of disciplines including microeconomics, social psychology, behavioral economics, and management science, the TNRC offers a series of role-play negotiation games designed to help participants work through the complexities of personal, business, and international negotiations.
For example, the Negotiating About Pandas for San Diego Zoo case study centers on the most challenging task for a negotiator: to reach a satisfactory agreement with a tough counterpart from a position of low power—and to do so in an uncommon context.
Through these negotiation games, students will learn skills such as:
Examine different ways to communicate BATNA to a negotiation counterpart
Frame different positions, options, and interests
Assess their ability to deal with difficult demands while maintaining a positive relationship
Examine their perceived relationship and situation
Explore the role of reciprocity
Discuss the integrative approach to negotiation
Gain a better understanding of the totality of a negotiator’s interests
Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s … Read More
Negotiation can be challenging. And so can teaching it! At the Program on Negotiation (PON) at Harvard Law School, we help educators, scholars and practitioners like you learn how to more effectively teach negotiation.
Notably, role-play simulations are a particularly useful way to facilitate experimentation and introduce participants to new dispute resolution tools, techniques and … Read More
Do your students really understand the difference between value distribution and integrative negotiation, and have you given them a chance to practice their distributive bargaining skills? Do they understand that every negotiation includes elements of both value creation and value distribution? To help teach these key negotiation skills the Teaching Negotiation Resource Center (TNRC) has developed a … Read More
Salary negotiations are never predictable. Imagine that you are a sales rep with a company that is getting hit hard by a financial crisis. No one has been laid off yet, but everyone is nervous about that possibility. In an effort to save jobs, your sales manager has quietly proposed that everyone take lower base … Read More
From complicated negotiation strategies to artful subterfuge, conflict resolution games are one of the very best ways to prepare for the challenges of real-world negotiation. Games that employ a Prisoner’s Dilemma structure (where rational parties may not cooperate despite their best interests) enable participants to analyze negotiations, make strategic decisions, and anticipate their counterpart’s next … Read More
A Crisis Creates a Leadership Vacuum
A publicly traded company on the NYSE with a reputation for business savvy and lucrative deal making is caught in a morally questionable situation that threatens the very future of the firm. As the dust settles, the CEO, on whose watch the scandal occurred, is forced to step down. Word … Read More
What’s faster than the pace of technological development? The pace of lawsuits being filed about the adoption of new technologies, patent infringement, and intellectual property rights. In our modern world, professionals must be able to resolve highly challenging technology-related disputes – often before they reach the courtroom. That’s where the Program on Negotiation’s Teaching … Read More
Do you teach students how to structure a negotiation process while helping them to develop the emotional acuity necessary for building relationships with counterparts? Professor Linda Kaboolian refers to this as “teaching head and heart negotiation”; an approach that was central to the 10 years she spent teaching simulation-based negotiation at the Harvard Kennedy School.
Kaboolian … Read More
This negotiation simulation comprised “the most intense, challenging and educational days of my life” reported one participant. What sort of experience could possibly elicit such a comment? One of the most immersive and rewarding negotiation games ever developed: a 72-party mega-simulation called the Transition Exercise!
The Transition (Excercise Trailer) from MediaTank on Vimeo.
This one-of-a-kind, intensive, multi-party … Read More
Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.