Office Rental Negotiation

Teacher Materials

Your customized Office Rental Negotiation is a 8-issue negotiation simulation with long issue descriptions.

You chose to use an 'unscored' version of this negotiation simulation. The interests and issues descriptions in an unscored simulation are entirely qualitative. Differences in valuations are described using rank ordering and the range of possible options is described in words.

Certain lessons are taught more effectively with unscored simulations. An simulation without scoring helps participants focus more on the process involved in reaching a good deal; they are an ideal tool for teaching negotiation preparation skills. Additionally, using unscored simulations encourages participants to think more deeply about the interests that underlie their positions. This can yield more creative solutions than selecting from the list of options in a scored simulation.

Issues

Negotiation simulations vary in the extent to which negotiators can create and claim value using log-rolling, compatible, and distributive issues.

Log-rolling Issues

Log-rolling issues are issues where the two parties want different outcomes, but one party places more value in the outcome than the other. The way to successfully negotiate log-rolling issues is to 'bundle' issues that one party values highly with issues that the other party values highly. This bundling process allows people to simultaneously create value with and claim value from their counterpart.

Compatible Issues

Compatible issues are issues where both parties want the same outcome. The only way to be successful is to create value with your counterpart.

Distributive Issues

Distributive issues are issues where the two parties interests are directly opposed. The only way to successfully negotiate a distributive issue is by taking value from your counterpart.

Best alternatives to a negotiated agreement (BATNA)

Best alternatives to a negotiate agreement (BATNAs) describe what each party will do if they are unable to reach a deal. BATNAs determine the reservation value of the parties, i.e., the value that a negotiated outcome must exceed before a party should rationally accept the deal.

License

Permission is hereby granted, free of charge, to copy and distribute this customized simulation in any medium or format for teaching or research purposes. You are prohibited from reselling the simulation or collecting any money from its distribution.

Please give appropriate credit when using this simulation. I ask that you cite both my paper on custom negotiations and the specific case. These citations are

Eisenkraft, Noah (2017). CustomNegotiations.org: A free resource for creating custom negotiation simulations. Negotiation Journal, 33, 239-253.
Eisenkraft, Noah (2016). "Office Rental Negotiation", Custom Negotiations, https://customnegotiations.org/

The simulation is provided "as is" without warranty of any kind, express or implied. In no event shall the authors or copyright holders be liable for any claim arising from or in connection with the use of this simulation.

Save and use the following URL if you'd like to generate this simulation again in the future:

https://customnegotiations.org/office-rental.php?i=7&il=3&ic=2&b1=3&b2=3&%20s=0&a=0&r=1476218081&cb=&cf=&w=Chapel+Hill&m=2000&v=0