ABSTRACT

Negotiation is a complex subject which hardly ever features in a postgraduate business school programme. This is surprising when one takes into account the importance of face-to-face discussions and the fact that in a global market, characterized by a shrinking supplier base, longer lead times and reduced product life-cycles, the need for business combination arrangements becomes both obvious and in some cases essential if an organization is to survive in an ever-turbulent business environment.

This chapter addresses a number of issues, mainly: how the case method can be used to produce reasonably complex teaching material to be used for teaching negotiation and what factors designers of games should take into account when turning a negotiation case exercise into a management game.