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Abstract

This article presents an active experiential exercise that requires participants to negotiate over scarce resources while assigned separate managerial responsibilities. Students explore concepts associated with integrative and distributive bargaining while engaging in a realistic workplace role-play. Students form pairs and assume the role of either (1) a business line manager charged with product line production and profit/loss responsibilities or (2) a corporate finance manager who is tasked with achieving overarching corporate financial goals. Both face budgetary pressures and feel great responsibility for the achievement of their individual departmental goals. Participants must negotiate with each other to attempt to come to some resolution. Teaching notes are provided. The exercise is designed for undergraduate students and can readily be used in courses such as Organizational Behavior, Negotiations, and Leadership.

Keywords

negotiation integrative and distributive bargaining role-play simulation

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