Teaching Material

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Recently, we have published some of our best negotiation role plays. All of them have been tested during The Negotiation Challenge and include thorough debriefs. They can also be used free of charge for educational purposes. INTRA members receive a 20% discount. Please reach out to us, if you are interested.

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Three parties are attempting to create a cross border manufacturing JV that will bring together technical engineering prowess of Japan, the cost effective manufacturing of China, and the IT skills of Finland. 

The difficulties they face include building trust, creating robust agreement mechanisms, and sharing the risks and benefits fairly as they integrate their interests.  Participants may reach to real world data beyond the immediate scope of the case as the interests and concerns are common to the electronics manufacturing industry.  While some interests may overlap or conflict, the parties can certainly agree that they want to gain profits.

Structure of the role play
Three parties – multiple issues, integrative, scaleable negotiation

Process themes
Integration and linking of issues, new value creation, claiming value, creative problem solving

Preparation time
1-2 hours

Negotiation time
45-75 minutes

Author(s)
Will Baber, Kyoto University

is a small vineyard covering only 1556 square meters. It is the only working vineyard left within the city boundaries of Paris. The quality of the wine is not the best in France, but it is still very exclusive.

A business delegation of Delicatessen, a shop specialized on selling exclusive and rare food products from all over the world, is negotiating a supplier’s contract with Clos de Paris, which does not only concern the price, but also the quantities of different wines, the delivery terms, and packaging. There are priority differences, conflicting as well as shared interests.

Structure of the role play
Two parties – many issues, integrative, scaleable negotiation

Process themes
Many issue negotiations, efficiency, post settlement settlements, claiming and creating value, complexity

Preparation time
30-45 minutes

Negotiation time
30-45 minutes

Author(s)
Ditte Mølgaard Mathiasen
Peter Kesting, Aarhus University

is a collaborative negotiation where Angle Investors are to invest money in a new software company.

This is the final negotiation where they have to decide on how many shares the investor will get in exchange to his/her investment. What seems to be a straight forward negotiation becomes challenging very soon. Will it be possible for both parties to maintain a trust level, necessary to build up a fruitful long-term relationship?

Structure of the role play
Two parties – many issues, integrative, non-scaleable negotiation. Due to the difficulty of the substance, it is better to represent the two parties by small teams of 2-3 students each.

Process themes
Value creation, focus on interests, joint problem solving, invention of options, trust and long-term relationships, new venture financing

Preparation time
60-90 minutes

Negotiation time
60-90 minutes

Author(s)
Peter Kesting, Aarhus University

is a three-party negotiation where the company Turgot Optics is to carry out a hybrid private equity placement to optimize its capital structure.

Turgot Optics has to decide whether to let their main bank partner CRI arrange the equity placement or invite a larger and more experienced investment banks into the arrangement.

Structure of the role play
Three parties – one issue, distributive, scaleable negotiation.

Process themes
Power, coalition forming, competition, value claiming, complexity.

Preparation time
30 minutes

Negotiation time
30-60 minutes

Author(s)
Peter Kesting, Aarhus University
Olaf Schlotmann, Brunswick European Law School

Aarhus BSS
5 ECTS, Master’s level, fall term 2011

Instructor
Peter Kesting, Aarhus University