Role plays allow students to practice real-world skills by assuming a specific role and interacting with other students who also play characters in the exercise. Simulating a real business situation allows students to experiment and enhance their understanding of theories of negotiation and related topics.
In this online, team-based Role Play, students complete an equity-split renegotiation between three entrepreneurial business partners. The Role Play offers pre- and post-negotiation polls as well as agreement terms for each team member. Instructors can use the online tools to track progress, examine responses, and review charts and graph for use in a classroom debrief session. View Details.
Entrepreneurial Management / Negotiations
- EZAmuse Negotiation Background (A)
A promising venture-backed company is raising a B round of financing. Its existing backer would like it to raise enough for 6-9 months followed by a C round at a higher valuation. The new CEO would like to avoid a C round (and preserve his own position).
- Salt Harbor: Confidential Information for Brims
Salt Harbor is a two-party negotiation involving a bed and breakfast and an incoming coffee chain. Students are paired to negotiate the price for a vacant piece of land next to the inn; the coffee shop owns this land and is planning to build on it.
Finance / Entrepreneurial Finance / Negotiations
- Riggs-Vericomp Negotiation (B): Confidential Information for Vericomp
A computer recycling equipment manufacturer must negotiate with a chip maker on price, service delivery, and payment schedule. The goal: maximize net value compared to an existing deal on the table.
- Travelexis.com: Role for Robin Knight from TravelPlanner.com
SCOUT, a web portal, negotiates with potential acquisition Travelexis, an online travel booking site.
Students negotiate the sale of WineMaster.com to potential acquirer HomeBase.com. Negotiations cover stock options and vesting.
- Information Use by Managers in Decision Making: A Team Exercise
Cyrus Maher, CEO of Waterway Industries, is facing the loss of his most valuable salesperson to a job that would offer equity. Each of 5 teams develops compensation recommendations for the worried leader.
- Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems
Students play different roles in negotiating a task force's approach to major cost cutting initiatives at Rosewell Corp. All participants must agree on the approach.
- Participant and Leader Behavior: Group Decision Simulation (A)
Myerson Industries, a small appliance manufacturer, is at risk for takeover due to industry consolidation. Student teams analyze the company's options and prepare a set of recommendations for the board.
- Seneca Systems (A): General and Confidential Instructions for R. Thompson, Vice President, Marketing
The heads of 2 divisions are in a dispute over who has responsibility for failures in a key product. The mediator has both independent interests and some power to influence outcomes. Core issues concern the tradeoffs inherent in having vested interests and power as a mediator.
- Negotiation in China: How Universal?
U.S.-based Universal Studios must negotiate with the Chinese central government in order to build its first theme park in China. Considerations such as location, size, and local employment obligations must be decided in a cross-cultural negotiation.
- Reed--YPEC Negotiation: YPEC (B)
American drill bit supplier Reed Oilwell is looking to expand into South America. YPEC, an Ecuadorian oil field company, wants Oilwell bits for its top customer. The two companies enter into a cross-cultural negotiation.
- Hamilton Real Estate: Confidential Role Information for the CEO of Estate One (BUYER)
Students play 1 of 2 roles, CEO of Estate One or Executive VP of Pearl Investments. They must negotiate the best deal possible for their role around the purchase/sale of real estate.
- Pacific Sentinel: Role for Alex Martinez
Students play 1 of 2 roles in a negotiation regarding the strategic direction Pacific Sentinel should take.
- RetailSoft: Role for Sydney Masser
Students play 1 of 3 roles in a salary/job offer negotiation involving Cam Archer who has potential job offers in Marketing and in Professional Services.
- Adam Baxter Co.: Debrief and Endnotes
Students must negotiate union contracts in each of Baxter's plants. There are 5 issues: worker autonomy, incentives, escalator clause, location of a new plant, and wages and benefits.
- Windham Negotiation
Students play 1 of 2 roles: the executor of Mr. Abbott's will and the representative of Barkley Homes, who is interested in making an offer for the Abbott estate.
- Patriot National Insurance Co.: Case and Simulation
In this 2-role simulation, lawyers for an insurance company and an injured woman must reach an out-of-court settlement.
- Showdown on the Waterfront (B) New technology underlies a protracted dispute between West Coast longshoremen and their employers. Severe economic consequences lead to government intervention.
- Betonn Corp.: Confidential Negotiation Information
Students take on the role of either Alphexo or Betonn Corp. and must bring negotiations to a rapid and profitable conclusion for each role.
- Atlantis-Biovent Negotiation: Confidential Instructions for Biovent
Biovent sues Atlantic insurance for damage to a product during shipping. Both agree to settle via web-based "Compusettle" and each privately enters 3 offers/demands.
- Discount and Hawkins Exercise: Confidential Instructions for Tenant
Student teams represent either a developer of a proposed new shopping center or a major retail chain in a difficult negotiation. They must make one last effort to break an impasse in the lease clause.
Organizational Behavior and Leadership
- Confronting a Necessary Evil: The Firing of Alex Robins (B)
Used in conjunction with the A (404125) and B (404113) cases plus video clips (404805). Students must recall a situation in which they inflicted harm (emotional, material, or physical) in order to fulfill job duties--firing someone, painful medical procedure, bad performance review, etc. Then they are given a series of questions to reflect on/answer.
- Developing Products on Internet Time: A Process Design Exercise
Teams play the role of a company developing an Internet game and discover that a competitor is right on their heels. Students have 30 minutes to determine features and set a development schedule.
Strategy / Negotiations
- BCPC Internet Strategy Team: An Exercise
High stakes, deep uncertainty, and differences in expertise and perspective converge as a cross-functional management team must decide whether to launch a high-speed Internet access service.