New Recruit: Multi-Issue Negotiations

This 30-to-45-minute simulation highlights the dynamics present in a two-party, multi-issue negotiation and offers the ability to unpack three distinct issue-types: distributive, integrative and compatible.

Learners take on one of two roles: a job recruiter or a new recruit. Together, learners must attempt to craft an employment agreement that both parties can accept. Each role has a unique information packet and payoff matrix that should be kept confidential until the negotiation begins. In addition, since this is a synchronous experience, learners must coordinate a time to negotiate.

Once both learners are connected, they can exchange messages and offers through the simulation. After an offer is accepted, or someone abandons the negotiation, the platform will automatically generate personalized feedback while also updating the educator debrief. The data visualizations available in the debrief will allow the educator to underline the key learning objectives while facilitating discussions about the experience of specific learners as well.

The simulation is mobile-optimized and can be used in courses that cover topics including negotiations, organizational behavior, or conflict resolution. It is the digital version of the popular negotiations case from Kellogg's Dispute Resolution Resource Center (DRRC) library. The core teaching points are unchanged; however, the digital experience allows educators to access more information regarding what occurred within each negotiation as well as across all the participants in the session.