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, use the form at the bottom of the page or email me 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.
Role-Plays
If you don’t see what you’re looking for, email me anyway with a request for a specific type of scenario.
I have additional role-plays to what are listed here, or if you have a very specialized need, I may be able to create one for you.
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
- 15-30 minutes to read and prepare
- 15-30 minutes to negotiate
- 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
- 5-15 minutes to read and prepare
- 15-30 minutes to negotiate
- 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
- 30-45 minutes to read and prepare
- 30-45 minutes to negotiate
- 30 minutes to one hour to debrief
Fees
The fee for the role-plays is $3.00 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 $3.00 = $60.
Pay Online
Calculate the total amount required and click the PayPal button to pay online. Enter the calculated total into the form to complete the order.
Pay By Mail
Send a check made out to The Negotiating Table at the address below.
The Negotiating Table
1089 Commonwealth Avenue, #354
Boston, MA 02215
Order a Role Play
Fill out the form below or call (617) 431-3251