In most work settings, people need other people to do their job, benefit the organization, and forward their career. Getting things done in organizations requires us to work together in cooperation, even though the ultimate objectives of those other people may be different from our own. Your task in the present exercise is learning how to achieve this cooperation more effectively.

Procedure 1. The class will be divided into pairs. One student in each pair will read and prepare the role of Dr.

Roland, and one will play the role of Dr. Jones (role descriptions to be distributed by instructor).

Students should read their respective role descriptions and prepare to meet with their counterpart (see Steps 2 and 3).

2. At this point the group leader will read a statement.

The instructor will indicate that he or she is playing the role of Mr. Cardoza, who owns the commodity in question. The instructor will tell you 1. How long you have to meet with the other 2. What information the instructor will require at the end of your meeting After the instructor has given you this information, you may meet with the other firm’s representative and determine whether you have issues you can agree to.

3. Following the meetings (negotiations), the spokesperson for each pair will report any agreements reached to the entire class. The observer for any pair will report on negotiation dynamics and the process by which agreement was reached.

4. Questions to consider:

1. Did you reach a solution? If so, what was critical to reaching that agreement?

2. Did you and the other negotiator trust one another?

Why or why not?

3. Was there full disclosure by both sides in each group? How much information was shared?

4. How creative and/or complex were the solutions?

If solutions were very complex, why do you think this occurred?

5. What was the impact of having an “audience” on your behavior? Did it make the problem harder or easier to solve?