ABSTRACT
A classic 'argument trap' simulation that offers a very effective way of demonstrating the futility of argument by allowing the participants to demonstrate it for themselves. The more perceptive participants go beyond the argument traps to answer the real question: what can we do about the problem? Each negotiator has to understand the source of their problem if they are to resolve anything. 'Agency Paperwork' is a good introduction to a short input on constructive debate behavior. The Horbery agency is a leading advertising agency which combines acute creative power with a sound feel for commercial realities – in short, its directors enthuse about costs and profits as well as the creative prizes they win. For Horbery, its creative department's habits of requiring Fergus to supply short deliveries before assignments are completed has a knock-on effect on the paperwok, causing extra work for its accounts department.
