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

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Role-play

Reference no. P413-091-1

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

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Abstract

This is a Portuguese version. 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.

Industry:

Pharma

Other setting(s):

2013