$0.00 – $6.50
Two-party integrative contract negotiation between a computer consultant and a school district representative at an apparent impasse over different expectations over cost of services
SCENARIO:
A school district and a computer consultant are negotiating a potential contract for repair of the school district's failed computer network. Both parties are eager to work with each other: the consultant's qualifications appear perfect for the school district's needs, and the school district would help the consultant connect with additional governmental clients. After a fair amount of negotiation, however, the parties find themselves at an impasse: the consultant's bid (which the consultant feels is very low) is considerably higher than the school's budget for this project. The consultant and a school representative have agreed to meet one last time in an effort to salvage the deal.
This simulation happens to involve a consulting contract, but the negotiation lessons are generic. The exercise can be used simply to illustrate the importance of the creative, option-generating aspect of negotiation. More importantly, it can also be used as the principal vehicle for presenting integrative theory more broadly.
MECHANICS:
This case can be prepared and conducted quickly. Allow 5-15 minutes for preparation, 10-30 minutes for negotiation, and 20-45 minutes for debriefing.
MAJOR LESSONS:
- This exercise is an excellent vehicle for comparing interest-based negotiation and positional bargaining. Conventional offer/counteroffer positional bargaining will almost always fail in this case.
- Joint problem-solving and creative option generation can help overcome an apparent negotiation impasse.
- Creative option generation can involve rescoping the task, rescoping the time frame, and trading on different priorities, among other possibilities.
TEACHING MATERIALS INCLUDE:
Confidential Instructions for:
- Representative for the Tendley school district
- The consultant
Teacher's Package includes:
- All of the above
- Teaching Note (English Version only)
PROCESS THEMES:
Breaking impasses, creating options, identifying interests, transforming problems from zero-sum to non-zero-sum, mutual gains, linkage to other possible deals, building a long-term relationship.
ENHANCED VERSION AVAILABLE:
A digitally enhanced version of this simulation is available through the iDecisionGames platform and includes the following features:
- An Instructor’s Guide summarizing the negotiation concepts covered in the simulation, a quick review of simulation logistics, and a ready-to-use set of debriefing slides;
- Highlights from background readings that will help both students and instructors gain a better understanding of negotiation concepts and methods covered in the simulation;
- Pre- and post-simulation questionnaires instructors can use gauge each student’s grasp of the core concepts before and after participating in the simulation;
- PowerPoint slides that introduce key concepts before the simulation and highlight lessons for debriefing;
- Real time, interactive, data analytics provided via the iDecisionGames platform.
Tendley Contract Attributes
| Time required: | 30 minutes - 1 hour |
|---|---|
| Number of participants: | 2 |
| Teams involved: | No |
| Agent present: | Non-lawyer |
| Neutral third party present: | None |
| Scoreable: | No |
| Teaching notes available: | Yes |
| Non-English version available: | Portuguese, Spanish, Russian |
