Role-Plays Overview
If you conduct your own workshops and are looking for effective and tested role-plays, look no further. Each of the role-plays in this section can be purchased for use in your classes, and each is optimized to achieve different learning goals in different time frames. These role-plays have been used by numerous university classes as well as corporate and government agency training workshops. Other content, such as articles and webcasts, should be available here soon.
To order a role-play, simply email me a request or use the form at the bottom of the page and I will take it from there. I am also happy to discuss with you which role-plays would best suit your training purposes, and you can call me at 617-577-0101. To pay for the role-plays, please send a check made out to The Negotiating Table or use the Buy Now button below to pay by credit card through PayPal.
To order a role-play, simply email me a request or use the form at the bottom of the page and I will take it from there. I am also happy to discuss with you which role-plays would best suit your training purposes, and you can call me at 617-577-0101. To pay for the role-plays, please send a check made out to The Negotiating Table or use the Buy Now button below to pay by credit card through PayPal.
Role-Plays
1 - 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:
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.
Learning Goals: To explore interests, alternatives, relationship, and other elements relevant to a mutual gains negotiation.
Time Required:
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.
Learning Goals: To practice integrative negotiation skills. Can also be used as a traditional bargaining and a mediation role-play.
Time Required:
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
Learning Goals: To use integrative negotiation as a way of resolving disputes and creating value.
Time Required:
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.
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:
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.
Learning Goals: To demonstrate the importance of listening for interests and good communication skills in negotiations.
Time Required:
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.
Learning Goals: To practice the tools and techniques of distributive bargaining with a broad ZOPA.
Time Required:
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.
Learning Goals: To illustrate mutual gains negotiation with potential value creation and a future relationship between the parties.
Time Required:
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.
Learning Goals: To illustrate the process of going from conflict to collaboration using mutual gains negotiation in a complex situation.
Time Required:
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.
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:
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.
Learning Goals: To practice the tools and techniques of distributive bargaining with a broad ZOPA, within the context of an ongoing relationship.
Time Required:
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.
Learning Goals: To illustrate the dynamics of distributive negotiations where the subject matter and numbers are of some complexity.
Time Required:
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.
Learning Goals: To practice the tools and techniques of distributive bargaining with a broad ZOPA in a short time-frame.
Time Required:
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
Learning Goals: To use communications and integrative negotiation skills to resolve disputes and find solutions to difficult situations.
Time Required:
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.
Learning Goals: To illustrate the process of reaching agreements and creating value using mutual gains negotiation in a complex situation.
Time Required:
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.
Learning Goals: To examine the effects of differing perceptions, poor communication, and a situation that has been allowed to deteriorate slowly over time.
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.
Learning Goals: To illustrate the process of going from conflict to collaboration using mutual gains negotiation and listening for interests.
Time Required:
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.
Learning Goals: To illustrate the process of going from conflict to collaboration using mutual gains negotiation in a complex situation.
Time Required:
30-45 minutes to read and prepare
30-45 minutes to negotiate
30 minutes to one hour to debrief
Ordering Role-plays:
Right now, to order role-plays, you can email me or use the form below. The fee for the role-plays is $2.50 per person per case for a one-time use license. For example, for a class of 10 people, if you use two cases, the total fee required is 2 cases x 10 people x $2.50 = $50. To pay for the role-play cases you've ordered, please calculate the total amount required and send a check made out to The Negotiating Table at the address below or pay by credit card using the Buy Now button at the bottom of the page.
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:
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.
Learning Goals: To explore interests, alternatives, relationship, and other elements relevant to a mutual gains negotiation.
Time Required:
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.
Learning Goals: To practice integrative negotiation skills. Can also be used as a traditional bargaining and a mediation role-play.
Time Required:
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
Learning Goals: To use integrative negotiation as a way of resolving disputes and creating value.
Time Required:
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.
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:
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.
Learning Goals: To demonstrate the importance of listening for interests and good communication skills in negotiations.
Time Required:
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.
Learning Goals: To practice the tools and techniques of distributive bargaining with a broad ZOPA.
Time Required:
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.
Learning Goals: To illustrate mutual gains negotiation with potential value creation and a future relationship between the parties.
Time Required:
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.
Learning Goals: To illustrate the process of going from conflict to collaboration using mutual gains negotiation in a complex situation.
Time Required:
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.
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:
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.
Learning Goals: To practice the tools and techniques of distributive bargaining with a broad ZOPA, within the context of an ongoing relationship.
Time Required:
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.
Learning Goals: To illustrate the dynamics of distributive negotiations where the subject matter and numbers are of some complexity.
Time Required:
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.
Learning Goals: To practice the tools and techniques of distributive bargaining with a broad ZOPA in a short time-frame.
Time Required:
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
Learning Goals: To use communications and integrative negotiation skills to resolve disputes and find solutions to difficult situations.
Time Required:
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.
Learning Goals: To illustrate the process of reaching agreements and creating value using mutual gains negotiation in a complex situation.
Time Required:
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.
Learning Goals: To examine the effects of differing perceptions, poor communication, and a situation that has been allowed to deteriorate slowly over time.
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.
Learning Goals: To illustrate the process of going from conflict to collaboration using mutual gains negotiation and listening for interests.
Time Required:
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.
Learning Goals: To illustrate the process of going from conflict to collaboration using mutual gains negotiation in a complex situation.
Time Required:
30-45 minutes to read and prepare
30-45 minutes to negotiate
30 minutes to one hour to debrief
Ordering Role-plays:
Right now, to order role-plays, you can email me or use the form below. The fee for the role-plays is $2.50 per person per case for a one-time use license. For example, for a class of 10 people, if you use two cases, the total fee required is 2 cases x 10 people x $2.50 = $50. To pay for the role-play cases you've ordered, please calculate the total amount required and send a check made out to The Negotiating Table at the address below or pay by credit card using the Buy Now button at the bottom of the page.
You now have a choice to pay for your role-plays online using a credit card through PayPal. Simply click the Buy Now button below and enter the total price you have calculated (e.g. 2 x 10 x $2.50 = $50) in the field called "unit price" on the payment page that comes up.
The Negotiating Table
38 Chauncy Street, 7th Floor
Boston, MA 02111
Phone:(617) 577-0101
Fax:(617) 517-0141
Email:moshe@negotiatingtable.com
Web:www.negotiatingtable.com