Mastering Negotiation | April 10 – 15, 2016
DATE:
Monday, April 11
TIME:
10:45 am – 12:30 pm: Session 1 (Exercises and Role-play)
1:45 – 3:00 pm: Session 2 (Debrief)
CLASS:
Creating Value through Trading on Differences: The Congo River Basin Project
FACULTY:
Kessely Hong
CASE:
Congo River Basin Project
READING:
Congo River Basin Project: Confidential Instructions (for your role)
(All materials will be distributed prior to class)
Congo River Basin Project: Preparation Survey
Handout: “Important Tips for Congo River Basin Project” from Dr. Hong
Malhotra, D. and Bazerman, M. Negotiation Genius: How to Overcome Obstacles and
Achieve Brilliant Results at the Bargaining Table and Beyond, Bantam Dell, New York,
2008. Chapter 2, “Creating Value in Negotiation,” pp. 50-82
INSTRUCTIONS:
We will begin with in-class exercises on value creation, followed by the Congo River Basin Project
negotiation role-play before lunch. After the break, we will debrief your experience in the role-play.
You will receive confidential negotiating instructions for one of two roles in the Congo River Basin
Project negotiation role play, a two-party, multi-issue negotiation. You will be paired with a partner
assigned the opposite role. To prepare for this class, please:
1) Read the Malhotra Bazerman chapter on creating value
2) Read your Congo River Basin Project confidential role instructions and tips sheet and
answer the preparation survey (you are asked to bring your role instructions and completed
preparation survey to class)
3) Consider real-life examples of value creation through trading on differences
You are free to decide how much, if any, of your confidential instructions you choose to disclose to
the person with whom you are negotiating. Under no circumstances, however, may you show the
actual instruction sheet to anyone else. Please do not discuss your role instructions prior to
the negotiation with anyone assigned to a different role (it is permissible to work with someone
assigned to the same role as you to help each other prepare). For the benefit of your own and your
colleagues’ learning experiences, it is important that you conscientiously prepare for, carry out, and
share insights from this exercise.