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We provide role-play cases for sale to be used in training exercises at your organization. In addition, we write custom role-plays and exercises to suit your unique needs, if you can not find pre-written exercises that suit your purposes. To order cases or get more information on our role-play cases, please call The Negotiating Table at (617) 577-0101 or email info@negotiatingtable.com

Role-Play Cases

	Case Name	Description	Teaching Objectives	Parties	Time Requirements
1	The Angel	The Angel is a two round, short role-play in which an entrepreneur and an angel investor discuss a possible investment.	To demonstrate the importance of listening for interests and good communication skills in negotiations.	2	10 minutes to read and prepare 10 minutes to negotiate round 1 15-30 minutes to debrief round 1 10 minutes to negotiate round 2 15-30 minutes to debrief round 2
2	Auto Repair	Auto Repair is a short, integrative negotiation and conflict resolution role-play involving an auto repair gone awry.	To explore interests, alternatives, relationship, and other elements relevant to a mutual gains negotiation.	2	5-15 minutes to read and prepare 15-20 minutes to negotiate 15 minutes to one hour to debrief
3	Camel Trails	Camel Trails is a conflict resolution and negotiation role-play involving a fee dispute between a store owner and a consultant.	To practice integrative negotiation skills. Can also be used as a traditional bargaining and a mediation role-play.	2	15-30 minutes to read and prepare 30 minutes to negotiate 15 minutes to one hour to debrief
4	The Carpenter	The Carpenter is a short negotiation role-play involving a dispute between a carpenter and a home owner	To use integrative negotiation as a way of resolving disputes and creating value.	2	5-15 minutes to read and prepare 15-20 minutes to negotiate 15 minutes to one hour to debrief
5	The Computer Consultant	The Computer Consultant illustrates the dynamics of a difficult conversation at work, between a client and a vendor, regarding scope, budget, and performance.	To examine the effects of differing perceptions, poor communication, and a situation that has been allowed to deteriorate slowly over time.	2	15-30 minutes to read and prepare 15-30 minutes to negotiate 15 minutes to one hour to debrief
6	Copy Cat Printing	Copy Cat Printing is a role-play that involves negotiating a potential business deal between a vendor and a client.	To demonstrate the importance of listening for interests and good communication skills in negotiations.	2	10 minutes to read and prepare 10-20 minutes to negotiate 15-30 minutes to debrief
7	The Doors	The Doors is a distributive negotiation role-play between a potential buyer and seller of second-hand doors.	To practice the tools and techniques of distributive bargaining with a broad ZOPA.	2	15-20 minutes to read and prepare 15-30 minutes to negotiate 15 minutes to one hour to debrief
8	Friendly Flowers	Friendly Flowers is a role-play that involves negotiating a potential business deal between a vendor and a client.	To illustrate mutual gains negotiation with potential value creation and a future relationship between the parties.	2	15-30 minutes to read and prepare 15-30 minutes to negotiate 15 minutes to one hour to debrief
9	Innukwog Bay	Innukwog Bay is a substantial, integrative role-play involving a conflict between rival industries in a small town.	To illustrate the process of going from conflict to collaboration using mutual gains negotiation in a complex situation.	2	30-60 minutes to read and prepare 30-60 minutes to negotiate 30 minutes to one hour to debrief
10	IT Conversion	IT Conversion is a distributive role-play involving an internal conflict within a company after a merger.	To grapple with impasse. This case has no possible outcome that works for both parties. To see how they deal with the problem.	2	15-20 minutes to read and prepare 15-30 minutes to negotiate 15 minutes to one hour to debrief
11	Mac vs. PC	Mac vs. PC is a distributive negotiation role-play between the IT and Graphics departments at the same company.	To practice the tools and techniques of distributive bargaining with a broad ZOPA, within the context of an ongoing relationship.	2	15-20 minutes to read and prepare 15-30 minutes to negotiate 15 minutes to one hour to debrief
12	Main Street Drugstore	Main Street Drugstore is an M&A negotiation role-play between the potential buyer and seller of an independent drugstore.	To illustrate the dynamics of distributive negotiations where the subject matter and numbers are of some complexity.	2	30 minutes to read and prepare 30-45 minutes to negotiate 30 minutes to one hour to debrief
13	The Makira	The Makira is a short, distributive negotiation role-play involving the potential sale of a valuable archeological artifact.	To practice the tools and techniques of distributive bargaining with a broad ZOPA in a short time-frame.	2	5-15 minutes to read and prepare 15-20 minutes to negotiate 15 minutes to one hour to debrief
14	Olive Trees	Olive Trees is a negotiation role-play involving a dispute between American Troops and a Village Elder	To use communications and integrative negotiation skills to resolve disputes and find solutions to difficult situations.	2	15-30 minutes to read and prepare 15-30 minutes to negotiate 15 minutes to one hour to debrief
15	The Packaging	The Packaging is a substantial, integrative role-play involving a potential deal between two companies.	To illustrate the process of reaching agreements and creating value using mutual gains negotiation in a complex situation.	2	30-45 minutes to read and prepare 30 minutes to negotiate 30 minutes to one hour to debrief
16	The Partnership	The Partnership illustrates the dynamics of a difficult conversation at work, between a partner and an associate, regarding a promotion and raise.	To examine the effects of differing perceptions, poor communication, and a situation that has been allowed to deteriorate slowly over time.	2	15-30 minutes to read and prepare 15-30 minutes to negotiate 15 minutes to one hour to debrief
17	The Pipe	The Pipe is a short role-play involving a conflict between a contractor and an owner's representative on a construction site.	To illustrate the process of going from conflict to collaboration using mutual gains negotiation and listening for interests.	2	5-15 minutes to read and prepare 15-30 minutes to negotiate 15 minutes to one hour to debrief
18	Windblown Systems	Windblown Systems is a substantial, integrative role-play involving a conflict between sales and finance within a company.	To illustrate the process of going from conflict to collaboration using mutual gains negotiation in a complex situation.	2	30-45 minutes to read and prepare 30-45 minutes to negotiate 30 minutes to one hour to debrief

To order cases or get more information on any of our cases

Please call The Negotiating Table at (617) 577-0101 or email info@negotiatingtable.com

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