What are Negotiation Scenarios?
Negotiation scenarios provide new opportunities to think about negotiation situations more clearly.
Studying and examining negotiation scenarios allows us to sharpen strategic judgments, manage feelings before, during, and after a negotiation, and allow implicit ideas, assumptions, and theories to surface.
For instance, a study of conflict management and negotiation involving multi-party negotiation scenarios found out what happens when groups split into homogenous subgroups according to demographic characteristics.
A review of the global financial crisis of the late 2000s gave negotiators a chance to explore crisis negotiation scenarios and plan strategies before a crisis emerges.
One example of a negotiation scenario regards the very real issue of public health and climate change. Written under the direction of Lawrence Susskind (Program on Negotiation Vice-Chair of Pedagogy), this seven-party facilitated role-play allows participants to explore ways in which a hypothetical coastal community with good information in hand might reach agreement on how best to address the public health risks posed by climate change.
Another negotiation scenario looks at the difficulty of negotiating online. Justin Kruger of New York University, Nicholas Epley of the University of Chicago, and Justin Parker and Zhi-Wen Ng of the University of Illinois at Urbana-Champaign, asked individuals to communicate a series of statements with sarcasm, seriousness, anger, or sadness to either a friend or a stranger via e-mail, over the phone, or face-to-face.
Individuals generally overestimated how accurately their recipients would decode their tone, regardless of whether the other person was a friend or a stranger, but this deficiency was particularly strong with e-mail.
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The following items are tagged negotiation scenarios: