New NTR Exercises Fall 2024
All exercises and extensive teaching notes are available at negotiationandteamresources.com
Authors will present their exercises online September 13 noon Eastern time at the IDG NTR Conversation.
Sign up for the Conversations held second Friday of the month at noon Eastern time here
Maria Tomprou – The Gift
The Gift is a single-issue two-party negotiation designed to be conducted within 10 minutes. The setting is a small, rare bookstore in Geneva, Switzerland. A US-based businessperson is in Geneva for work and seeks a gift to impress their new boss. During a final stroll in the city before catching a flight to the U.S., they stop in to browse in a rare bookstore. There they find a book that they are confident is the perfect gift for their new boss. However, the price is more than what they expected, and they realize they only have 10 minutes to negotiate the price, otherwise, they may miss their flight to the U.S.
Maria Tomprou – Turkish Delight
Turkish Delight is a multi-issue intercultural negotiation exercise. French entrepreneurs want to source fine jewelry from Armenian goldsmiths located in Turkey. The French do not speak Turkish and the Armenians speak Turkish but not French. The French seek a business relationship with the Armenians and have brought along a Turkish friend to interpret in their meeting. All communications must go through the interpreter. The exercise illustrates how cultural differences affect negotiators’ interests, priorities, and outcomes. It also illustrates how negotiators may need an interpreter not just to interpret language, but also to interpret culture.
Mary Kern and Jo Ellen Pozner – Private Practice
Private Practice is a scorable, multi-issue negotiation over the terms of the sale of a private medical practice to a regional healthcare system. It involves two teams each with two negotiators. Negotiators’ interests within team are not completely aligned. The teaching note includes a planning matrix that helps students keep track of each party’s interests and a scoring spreadsheet. The exercise encourages discussion of shadow negotiation, power dynamics, anticipating future relationships, and collaborative versus competitive approaches in multi-party negotiation.
Duncan Duke and Matthew Rodgers – Goal! and Score Draw
Goal! is a team on team, two-party, multi-issue negotiation between the United States Broadcasting Network (USBN) and the Women’s Soccer League of America (WSLA) over media rights. It is a rich exercise with integrative, distributive, and compatible issues that students must identify, quantify, and prioritize in team planning sessions. It is designed to be used as a final standalone, capstone exercise in a negotiations course for students to review all that they’ve learned.
Goal! may also be used as the first of two final exercises to end a negotiation course. The second exercise, Score Draw, is distributive. It is a renegotiation of one of the issues Goal!, the price of regular season games. As teams and groups stay the same for Goal! and Score Draw, the conflict dynamics of the Goal! exercise carry over to Score Draw.
Goal! ‘s timely topic, media rights for women’s sports, its up-to-date financials, team-on-team structure, and its follow-up exercise, Score Draw, make Goal! an excellent replacement for ABC Local.
Score Draw is a team-based, two-party, distributive single-issue negotiation between the United States Broadcasting Network (USBN) and the Women’s Soccer League of America (WSLA) to determine a new price of regular season games.
Score Draw is NOT a stand-alone exercise. It is designed to be used after Goal! across the final two sessions of a negotiations course. Score Draw reinforces learning about distributive negotiations and team on team negotiations. Score Draw is negotiated after Goal!. The result is that all the unresolved intra and inter team conflict generated during the Goal! negotiation surfaces in Score Draw. The conflict is further enhanced by Score Draw’s narrow zone of possible agreement. The instructor needs to be prepared to manage the fallout from such conflict. The Teaching Notes provide guidance.
The combination of Goal! and Score Draw make an excellent replacement for ABC Local.