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 […]

Power Media

Power Media is a simulation concerning a two party distributive negotiation for the pricing terms of an online advertising contract between a prominent national newspaper and a European based marketing agency. Specifically, an Icelandic newspaper, Reykjavik Evening News (REN), is interested in increasing its online advertising revenue by reducing its dependence on deeply discounted rates […]

John Kicker II

John Kicker II is a two party distributive negotiation simulation over the terms of a sports employment contract.  It includes John Kicker, an outstanding European soccer star who, after a career ending knee injury, finds himself with an opportunity to transition into a career as general manager of his former team, the Rocks.  With the […]

Benedict Basso

Benedict Basso is a two-party distributive negotiation simulation concerning the conditions of an employment contract.  It includes Benedict Basso, a rising opera star during the late 18th century in the Leipzig Opera, one of the oldest opera venues in Europe.  In addition to coming from a strong musical family and having a unique and talented […]

Livery Collar

Livery Collar is a negotiation simulation concerning a two party distributive negotiation for the reacquisition of an important piece of property. It is based on the story of the lost livery collar originally belonging to the HHL Leipzig Graduate School of Management, one of the oldest business schools in Germany. Following the turmoil of the […]

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 roleplay 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 […]