Photo by CDC on Unsplash
This is a short two-party, multi-issue negotiation over a public-private partnership to build schools in Brazil. Students role-play a negotiation as either the secretary of education or the managing director of a private company. The role-play introduces students to the core features of integrative negotiations, allowing them to differentiate it conceptually from distributive negotiations.
The role-play also helps students understand the ‘negotiator’s dilemma’ and learn a range of moves that can be used to create value in a negotiation.
1-2 hours
Learning Objectives:
- Identify, analyse and participate in integrative negotiations;
- Understand importance of negotiation on the basis of interests instead of positions;
- Distinguish between integrative (value-creating) and distributive (value-claiming) moves.