Number of Issues: Single Issue (5 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 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…

  • 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…

  • 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…

  • 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…