Developed by Michael A. Wheeler, "Strategy Simulation: The Negotiator's Dilemma" presents students with an opportunity to identify patterns in negotiation strategy by playing against the computer (Practice Mode) and then apply those lessons in a 10-round interactive simulation played with other students (Play Mode). In Practice Mode, students learn an important-but often overlooked-skill in business and negotiation: recognizing a counterpart's strategy. The student and their computerized counterpart decide whether to "cooperate" or "compete" simultaneously, and after a few moves the student tries to identify which of the 8 possible negotiation strategies the computer is playing. In Play Mode, groups of 4 students play a fast-paced prisoner's dilemma exercise. Each round is timed, and students choose whether to cooperate or compete with the goal of maximizing their own individual point scores. This classic exercise is played over 10 quick rounds, with optional bonus rounds that feature higher point values and group chat sessions.
Company: Harvard Business Publishing
Approximate price: $10.00
Playtime: 30 minutes
Learning objectives: Understand how seemingly simple interactions can present difficult strategic choices. Recognize how your negotiation strategy must consider different possible responses by counterparts. Experiment with different approaches to discover what strategy a counterpart is using. See both the benefits and the possible risks of probing a counterpart's strategy. Negotiate with fellow students while balancing the incentive to maximize individual gains and the benefit of creating joint value. Experience that negotiation is a dynamic process that requires ongoing learning, adapting, and influencing as events unfold.
Link to simulation home page: https://hbsp.harvard.edu/product/8670-HTM-ENG