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Oxipouco – An Endangered Species Resource Negotiation (B): PharmaCaring - Confidential Instructions

Published 27 May 2013
Reference 5977
Industry Pharmaceuticals
Region South America
popular
Prizes & Awards

2017 Case Awards Winner, Human Resource Management / Organisational Behaviour Category, Case Centre

Summary

This two-party negotiation is an ideal introductory negotiation role-play to raise issues of assumptions, win-win/win-lose, competition/collaboration, interests/positions, single-/multi-issue, positions/options. Two companies, SuperPharma and PharmaCaring, both want to buy 10,000 rare Oxipouco fruits, which contain different compounds. Students tend to focus on the fruits rather than on the compounds.

Teaching objectives

1. Win-lose vs. win-win assumptions (or zero-sum vs. positive sum or integrative vs. distributive or competition vs. collaboration) 2. Interests vs. position 3. Single-issue vs. multi-issue negotiations (options) 4. Communication/preparation vs information asymmetry 5. Risk/reward analysis

Keywords
  • Win-lose vs. win-win assumptions
  • Zero-sum vs. positive sum
  • Integrative vs. distributive
  • Competition vs. collaboration
  • Interests vs. position
  • Single-issue vs. multi-issue negotiations (options)
  • Communication/preparation vs information asymmetry
  • Risk/reward analysis
  • Q31213