Archives: Simulations (17 results)

This catalog presents negotiation simulations written by JN Reyt. Each scenario is designed for classroom teaching, skills training, or executive education, and highlights a specific set of structures, dynamics, or decision-making challenges.

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  • The Mediation

    This scenario examines a cofounder dispute in an early stage business where responsibilities, decision rights, and expectations were never fully defined. Sinclair oversees operations and product quality. Brenner handles financial oversight while maintaining a separate full-time job. As the company faces early financial strain, each has taken actions the other views as overreach. The mediation…

  • The Committee

    This scenario situates participants inside a four-person departmental committee responsible for making hiring, initiative, and workload decisions at a research-oriented business school. The members hold different seniority levels, professional identities, and attitudes toward external visibility and donor influence. Because every decision requires a three-vote majority, participants must form workable coalitions while managing competing values and…

  • The Catalog

    This scenario centers on a negotiation between a luxury jewelry company and a photographer over licensing a cover image for the company’s annual catalog. Each side enters with different priorities, uneven visibility into the other’s constraints, and limited clarity about what the situation looks like from the opposite seat. The exercise highlights how negotiators interpret…

  • The Buyback

    This negotiation takes place between a long-standing franchise owner preparing to sell a profitable downtown fitness club and a corporate representative aiming to consolidate key locations under company ownership. The seller is motivated to exit but has not shared the underlying reasons, and the buyer must work within a fixed acquisition ceiling while assessing renovation…

  • The New Player

    This negotiation unfolds within a long-standing relationship between a malpractice early-resolution vendor and a major health insurer. A lower-priced competitor has entered the market, a previously routine rebate has become uncertain, and both sides are working from a contract that leaves important expectations only partially defined. The discussion requires students to manage cost pressure, evaluate…

  • The Clinic

    This scenario centers on the sale of a long-standing women’s health clinic to a buyer who is unable to disclose their client’s long-term intentions. The seller is motivated by legacy concerns and hopes to place the clinic with someone who will preserve its role in the community. The buyer must work under strict confidentiality while…

  • Surgical Packs

    This exercise places a medical supplier and a surgical center network in a recurring annual price negotiation where both sides know the relevant numbers, the history, and the alternatives. The seller faces rising production costs and a pattern of past concessions that have eroded margins. The buyer is under pressure to reduce spending while continuing…

  • Streaming Rights

    This simulation places a Scandinavian production house and Shudder, a genre-focused streaming platform, in a licensing negotiation for a two-year exclusive window. Both parties are working with limited data: the film has festival recognition but no global distribution yet, and Shudder is operating within a fixed acquisitions budget and an almost complete slate. The bargaining…

  • Operation Circuit Board

    This exercise places two technical buyers in a dispute created by a double commitment from a telecom’s asset recovery unit. Each side enters convinced the batch of twelve thousand legacy switching boards is an all or nothing resource and that any concession threatens their operational viability. Both divisions work under tight internal deadlines, interpret the…

  • Three Doctors

    This simulation brings three physicians together to negotiate the structure of a shared clinic using a fully quantified, seven issue scoring system. Each doctor enters with different clinical needs, workflow patterns, and strategic priorities, which creates asymmetric point values and distinct reservation points across the issues. On the surface, many issues appear difficult to reconcile,…

  • The Walkout

    This scenario places two subgroups within a creative studio in a negotiation after a long standing fee arrangement surfaces unexpectedly and strains trust. The Originals and the Next Gen enter with different histories, contributions, and communication styles, and the disagreement pulls financial questions into broader conversations about norms, fairness, and identity. Participants work through the…

  • The Vineyard

    This negotiation asks participants to evaluate competing structured offers for a family vineyard with strong heritage ties and a founder invested in continuity. The seller must weigh upfront cash, deferred payments, and nonfinancial terms while managing emotional commitments to place and community. A confidential bidder introduces added uncertainty, since the seller cannot verify who they…

  • Medical Tagging

    A negotiation over performance standards in a recurring clinical documentation contract. The seller has stayed within the contractual accuracy range but delivers at the low end, while the buyer believes the work has slipped below what their clinical workflows can tolerate. Accuracy trends, rework, and a withheld invoice set a tense opening tone. Neither side…

  • Maple Syrup

    This negotiation focuses on resetting the price of an annual maple syrup contract in a relationship shaped by years of gradual concessions. The seller has invested in sustainability upgrades and rising production costs have pushed margins to a breaking point. The buyer faces ongoing pressure to control spending and expects continued efficiency gains to translate…

  • Legal Transcripts

    This negotiation focuses on resetting the hourly rate in a recurring transcription contract where both sides have clear alternatives and a long record of incremental price declines. The seller has upgraded systems and faces higher operating costs, while the buyer continues to expect annual reductions tied to efficiency gains. The discussion sits at the point…

  • Hiring Terms

    This is a two party, fully quantified negotiation in which a candidate and a recruiter build a complete employment package across six issues. Each side works from a confidential scoring sheet with different priorities, tradeoffs, and fallback values. Because the issues vary in compatibility, tension, and integrative potential, the exercise requires students to diagnose structure,…

  • Computer Vision

    A two party negotiation over a disputed invoice and concerns about declining annotation quality. Both sides believe they are honoring the contract, yet month to month variation, scope creep, and unclear expectations have pushed the relationship to a breaking point. The buyer enters the meeting with visible frustration, the seller feels unfairly blamed, and both…