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Prize winner
Role-play
-
Reference no. 413-090-1
Subject category: Human Resource Management / Organisational Behaviour
Authors: Horacio Falcão (INSEAD)
Published by: INSEAD
Originally published in: 2013
Version: 03.2014
Revision date: 27-Mar-2014
Length: 2 pages
Data source: Published sources
Topics: 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
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Abstract

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.

Time period

The events covered by this case took place in 2013.

Geographical setting

Region:
Asia
Country:
Singapore

Featured company

SuperPharma
Industry:
Pharma
Teaching note
-
Reference no. 413-090-8
Subject category: Human Resource Management / Organisational Behaviour
Authors: Horacio Falcão (INSEAD)
Published by: INSEAD
Originally published in: 2013
Version: 03.2014
Revision date: 27-Mar-2014
Length: 11 pages
Data source: Published sources
View full details
Role-play
-
Reference no. 413-091-1
Subject category: Human Resource Management / Organisational Behaviour
Authors: Horacio Falcão (INSEAD)
Published by: INSEAD
Originally published in: 2013
Version: 03.2014
Revision date: 27-Mar-2014
Length: 2 pages
Data source: Published sources
Topics: 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
View full details
Role-play
-
Reference no. E413-090-1
Spanish language
Subject category: Human Resource Management / Organisational Behaviour
Authors: Horacio Falcão (INSEAD)
Published by: INSEAD
Originally published in: 2018
Version: 04.2018
Length: 3 pages
Data source: Published sources
Topics: 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
View full details
Role-play
-
Reference no. P413-090-1
Portuguese language
Subject category: Human Resource Management / Organisational Behaviour
Authors: Horacio Falcão (INSEAD)
Published by: INSEAD
Originally published in: 2017
Version: 11.2017
Length: 2 pages
Data source: Published sources
Topics: 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
View full details

About

Abstract

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.

Settings

Time period

The events covered by this case took place in 2013.

Geographical setting

Region:
Asia
Country:
Singapore

Featured company

SuperPharma
Industry:
Pharma

Related

Teaching note
-
Reference no. 413-090-8
Subject category: Human Resource Management / Organisational Behaviour
Authors: Horacio Falcão (INSEAD)
Published by: INSEAD
Originally published in: 2013
Version: 03.2014
Revision date: 27-Mar-2014
Length: 11 pages
Data source: Published sources
View full details
Role-play
-
Reference no. 413-091-1
Subject category: Human Resource Management / Organisational Behaviour
Authors: Horacio Falcão (INSEAD)
Published by: INSEAD
Originally published in: 2013
Version: 03.2014
Revision date: 27-Mar-2014
Length: 2 pages
Data source: Published sources
Topics: 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
View full details
Role-play
-
Reference no. E413-090-1
Spanish language
Subject category: Human Resource Management / Organisational Behaviour
Authors: Horacio Falcão (INSEAD)
Published by: INSEAD
Originally published in: 2018
Version: 04.2018
Length: 3 pages
Data source: Published sources
Topics: 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
View full details
Role-play
-
Reference no. P413-090-1
Portuguese language
Subject category: Human Resource Management / Organisational Behaviour
Authors: Horacio Falcão (INSEAD)
Published by: INSEAD
Originally published in: 2017
Version: 11.2017
Length: 2 pages
Data source: Published sources
Topics: 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
View full details
Awards, prizes & competitions
2017 - The Case Centre Awards - Category winner
Extra information