Zephyr: Negative Bargaining Zones

Zephyr: Negative Bargaining Zones

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This 30-to-45-minute simulation is an introductory integrative negotiation exercise that can be used in a negotiations class or an organizational behavior class. It focuses on understanding how to overcome negative bargaining zones by adding issues that are not immediately obvious.

In the Zephyr simulation, learners negotiate the acquisition of a regional car leasing company. Participants take on the role of either Federico's (the seller) or Zephyr (the buyer), and each role has unique information that should be kept confidential until the negotiation begins. In addition, since this is a synchronous experience, learners must coordinate a time to negotiate. Note that while this exercise can be completed in roughly 45 minutes, the more time you allow for the negotiation to take place, the more likely they are to suggest additional terms and thus overcome the negative bargaining zone.

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.

Company: Simcase

Approximate price: $10

Playtime: 30 mins

Learning objectives: In this game learners will:
1. Recognize the adversarial nature of a distributive negotiation,
2. Identify a zone of potential agreement, Experience how outside information influences a negotiation, and
3. Understand the power of a high or low BATNA.

Link to simulation home page: https://hub.simcase.io/admin/library/negative-bargaining-zones-zephyr

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