Cocoa Negotiation

Cocoa Negotiation is a multi-issue, mixed-motive negotiation simulation between the founders of a German chocolate manufacturing company, Natura Chocolate GmbH and the CEO and of a cocoa beans supply company CBS (Cocoa Beans Supply) Limited. Looking to enter the European market for the first time to sell its high quality fair-trade derived cocoa beans, CBS […]

Oasis Shipping

Oasis Shipping is a multi-issue, integrative negotiation simulation set between a Greek shipping company, Oasis Shipping, searching for a creative way to finance its explosive growth and a Danish finance company, Sørensen Invest A/S.  Enjoying years of stellar management, Oasis Shipping needs five new ships to meet customer demand. Unfortunately, its current liquidity position limits […]

The Vikings

The Vikings is two party multi-issue, mixed-motive negotiation simulation.  It takes place between the leaders of two early Icelandic Viking clans over the distribution of the treasure recently obtained from a raid abroad. However, with mistrust high between the two clans agreeing on a fair distribution of seven different categories of treasure will be no […]

Staple Rights

Peter Kesting Staple Rights is two party multi-issue, integrative negotiation role play simulation between the official trade delegation of the 15th century City of Leipzig and representatives of the Holy Roman Emperor, Maximilian I.  Having enjoyed a long period of economic growth and prosperity, Leipzig is ready to take its place with the upper echelon […]

The Negotiation Challenge: How to Win Negotiation Competitions

Inspired by The Negotiation Challenge, a leading annual student negotiation competition, this book includes 16 ready-to-use, competition-tested negotiation simulations with thorough instructional debriefs that suggest both optimal strategies and discuss potential results. The main objective of this book is to help potential participants, their negotiation professors and coaches prepare for and prevail in negotiation competitions. […]