Business and Commercial Role-Play:

Casino

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$0.00 – $6.50

Sheila Heen, Scott Peppet and John Richardson

Two-party intra-organizational discussion between a newly-promoted manager and her division vice-president over work performance, responsibility for a new computer game project, and office environment issues

Quantity

Please note: you must order a copy (a.k.a. license/usage fee) for every person participating in the simulation in your course. This simulation has multiple roles, so you will be unable to complete your purchase without meeting the minimum quantity requirement of copies per role.

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SCENARIO:

Jamie Jackson, the Vice President for Programming at a large software company, is meeting with Allison Shore, one of the programming managers. Allison’s team has been working on a “virtual casino” computer game. Jamie is concerned about negative internal reviews of the Casino prototype, and about the way in which Allison has been managing her programmers. Allison, on the other hand, is insulted by some recent unfriendly treatment from her colleagues and the negative reaction to Casino. She is also convinced that she is paid less than her male counterparts. Though the main objective of this meeting is to determine the fate of the Casino program, the various side issues should make the meeting interesting.

This case is particularly well-suited for use in connection with the book “Difficult Conversations,” also available through the Teaching Negotiation Resource Center.

 

MECHANICS:

The parties’ instructions require at least 15 minutes to read and analyze. Negotiation can take 30 minutes; review can last anywhere from 30-60 minutes.

 

MAJOR LESSONS:

  • Those parties willing to consider the perceptions and interests of the other party as relevant can usually engage effectively in mutually beneficial joint problem solving.
  • The skills involved in separating the people from the problem are especially apropos in this negotiation as emotions between formerly friendly people may run high.
  • If the participants choose to try to resolve workplace environment difficulties, they must face the difficulties of ordering the behavior of those around them.

 

CASINO TWO – UPDATED VERSION OF CASINO 

In this updated version of the original simulation, Casino Two explores the complex role that gender plays in workplace dynamics. Jamie and Allison are both employees at Digital Development, a male-dominated Silicon Valley start-up that makes profitable phone apps. Jamie is the vice president for Programming and recently promoted Allison, moving her from the kids and family app team to the gaming team. Jamie feels that Allison has not been performing well in her new position. The two are meeting to discuss her performance and then negotiate next steps. The Casino Two simulation, as compared to the original Casino, features updated technological references and a new teaching note.

 

PROCESS THEMES:

BATNA; Disclosure; Issues of difference; Fairness; Interests, dovetailing; Interests, internal ordering; Objective criteria; Partisan perceptions; Power imbalance

Casino Attributes

Time required: 1-2 hours
Number of participants: 2
Teams involved: No
Agent present: None
Neutral third party present: None
Scoreable: No
Teaching notes available: Yes
Non-English version available: French, Korean
Filed in:
Business and Commercial, Corporate Decision Making, Heen, Sheila, Peppet, Scott, Richardson, John, Role Simulations, Technology
Tags:
BATNA, Clearinghouse, counterpart, counterparts, difficult conversation, difficult conversations, interests, mutually beneficial, negotiation, PON, teaching negotiation resource center