Role-Plays
Tested, Ready-to-Use Negotiation & Conflict Scenarios
If you conduct your own workshops and are looking for effective, classroom-tested role-plays, this collection offers a wide range of scenarios optimized for different learning goals and time frames. These role-plays have been used extensively in university courses, corporate training, and government agency workshops.
Each role-play is available for purchase and licensed for use in your classes. Additional content, including articles and webcasts, will be added in the future.
How to Order
Use the order form at the bottom of the page, or email me directly, and I’ll take it from there.
If you’d like guidance on which role-plays best fit your training goals, feel free to reach out (617) 431-3251.
If you don’t see what you’re looking for, email me with a request additional role-plays are available, and custom scenarios may be created for specialized needs.
Fees & Licensing
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$3.00 per person per case
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One-time use license
Example:
10 participants × 2 role-plays × $3.00 = $60
Payment Options
Pay Online
Calculate the total amount and submit payment via PayPal using the order form.
Pay by Mail
Send a check payable to The Negotiating Table:
The Negotiating Table
1089 Commonwealth Avenue, #354
Boston, MA 02215
Mac vs. PC
Mac vs. PC is a distributive negotiation role-play between the IT and Graphics departments at the same company.
Learning Goals: To practice the tools and techniques of distributive bargaining with a broad ZOPA, within the context of an ongoing relationship.
Time Required
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15-20 minutes to read and prepare
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15-30 minutes to negotiate
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15 minutes to one hour to debrief
The Carpenter
The Carpenter is a short negotiation role-play involving a dispute between a carpenter and a home owner.
Learning Goals: To use integrative negotiation as a way of resolving disputes and creating value.
Time Required
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5-15 minutes to read and prepare
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15-20 minutes to negotiate
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15 minutes to one hour to debrief
Main Street Drugstore
Main Street Drugstore is an M&A negotiation role-play between the potential buyer and seller of an independent drugstore.
Learning Goals: To illustrate the dynamics of distributive negotiations where the subject matter and numbers are of some complexity.
Time Required
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30 minutes to read and prepare
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30-45 minutes to negotiate
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30 minutes to one hour to debrief
Auto Repair
Auto Repair is a short, integrative negotiation and conflict resolution role-play involving an auto repair gone awry.
Learning Goals: To explore interests, alternatives, relationship, and other elements relevant to a mutual gains negotiation.
Time Required
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5-15 minutes to read and prepare
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15-20 minutes to negotiate
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15 minutes to one hour to debrief
The Angel
The Angel is a two round, short role-play in which an entrepreneur and an angel investor discuss a possible investment.
Learning Goals: To demonstrate the importance of listening for interests and good communication skills in negotiations.
Time Required
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10 minutes to read and prepare
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10 minutes to negotiate round 1
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15-30 minutes to debrief round 1
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10 minutes to negotiate round 2
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15-30 minutes to debrief round 2
Camel Trails
Camel Trails is a conflict resolution and negotiation role-play involving a fee dispute between a store owner and a consultant.
Learning Goals: To practice integrative negotiation skills. Can also be used as a traditional bargaining and a mediation role-play.
Time Required
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15-30 minutes to read and prepare
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30 minutes to negotiate
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15 minutes to one hour to debrief
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.
Learning Goals: To examine the effects of differing perceptions, poor communication, and a situation that has been allowed to deteriorate slowly over time.
Time Required
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15-30 minutes to read and prepare
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15-30 minutes to negotiate
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15 minutes to one hour to debrief
Copy Cat Printing
Copy Cat Printing is a role-play that involves negotiating a potential business deal between a vendor and a client.
Learning Goals: To demonstrate the importance of listening for interests and good communication skills in negotiations.
Time Required
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10 minutes to read and prepare
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10-20 minutes to negotiate
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15-30 minutes to debrief
The Doors
The Doors is a distributive negotiation role-play between a potential buyer and seller of second-hand doors.
Learning Goals: To practice the tools and techniques of distributive bargaining with a broad ZOPA.
Time Required
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15-20 minutes to read and prepare
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15-30 minutes to negotiate
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15 minutes to one hour to debrief
Friendly Flowers
Friendly Flowers is a role-play that involves negotiating a potential business deal between a vendor and a client.
Learning Goals: To illustrate mutual gains negotiation with potential value creation and a future relationship between the parties.
Time Required
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15-30 minutes to read and prepare
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15-30 minutes to negotiate
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15 minutes to one hour to debrief
Innukwog Bay
Innukwog Bay is a substantial, integrative role-play involving a conflict between rival industries in a small town.
Learning Goals: To illustrate the process of going from conflict to collaboration using mutual gains negotiation in a complex situation.
Time Required
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30-60 minutes to read and prepare
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30-60 minutes to negotiate
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30 minutes to one hour to debrief
IT Conversion
IT Conversion is a distributive role-play involving an internal conflict within a company after a merger.
Learning Goals: To grapple with impasse. This case has no possible outcome that works for both parties. To see how they deal with the problem.
Time Required
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15-20 minutes to read and prepare
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15-30 minutes to negotiate
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15 minutes to one hour to debrief
The Makira
The Makira is a short, distributive negotiation role-play involving the potential sale of a valuable archeological artifact.
Learning Goals: To practice the tools and techniques of distributive bargaining with a broad ZOPA in a short time-frame.
Time Required
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5-15 minutes to read and prepare
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15-20 minutes to negotiate
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15 minutes to one hour to debrief
The Partnership
The Partnership illustrates the dynamics of a difficult conversation at work, between a partner and an associate, regarding a promotion and raise.
Learning Goals: To examine the effects of differing perceptions, poor communication, and a situation that has been allowed to deteriorate slowly over time.
Time Required
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15-30 minutes to read and prepare
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15-30 minutes to negotiate
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15 minutes to one hour to debrief
Olive Trees
Olive Trees is a negotiation role-play involving a dispute between American Troops and a Village Elder.
Learning Goals: To use communications and integrative negotiation skills to resolve disputes and find solutions to difficult situations.
Time Required
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15-30 minutes to read and prepare
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15-30 minutes to negotiate
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15 minutes to one hour to debrief
The Pipe
The Pipe is a short role-play involving a conflict between a contractor and an owner’s representative on a construction site.
Learning Goals: To illustrate the process of going from conflict to collaboration using mutual gains negotiation and listening for interests.
Time Required
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5-15 minutes to read and prepare
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15-30 minutes to negotiate
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15 minutes to one hour to debrief
Windblown Systems
Windblown Systems is a substantial, integrative role-play involving a conflict between sales and finance within a company.
Learning Goals: To illustrate the process of going from conflict to collaboration using mutual gains negotiation in a complex situation.
Time Required
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30-45 minutes to read and prepare
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30-45 minutes to negotiate
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30 minutes to one hour to debrief
The Packaging
The Packaging is a substantial, integrative role-play involving a potential deal between two companies.
Learning Goals: To illustrate the process of reaching agreements and creating value using mutual gains negotiation in a complex situation.
Time Required
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30-45 minutes to read and prepare
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30 minutes to negotiate
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30 minutes to one hour to debrief