Role Play Context;
(A challenging role play, ideal for team negotiations and competition practice)
This "Joint Venture Dilemma" is a complex, multi-variable negotiation between SoftEdge Ltd (UK), a cutting-edge AI software company, and MechTech GmbH (Germany), a leading industrial automation firm.
The two parties are negotiating the commercial terms of a joint venture to co-develop and launch an AI-integrated robotic platform.
This exercise challenges participants to manage:
- Internal stakeholder pressures,
- Navigate conflicting objectives around
- IP,
- control, and
- branding,
- Make collaborative decisions under long-term strategic pressure.
It’s designed to develop advanced negotiation capabilities including strategic preparation, conditional trade-offs, and high-level relationship management.
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Element
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Rating
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Notes
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Building Rapport & Trust
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⭐️⭐️⭐️⭐️★
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Requires sensitivity to tone, language and subtle cues under high pressure.
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Multivariable Trade-offs
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⭐️⭐️⭐️⭐️⭐️
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Parties must manage 6 complex variables with deeply conflicting priorities.
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Strategic Preparation
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⭐️⭐️⭐️⭐️★
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Demands detailed analysis of internal pressures, stakeholder expectations and BATNAs.
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Clarifying & Open Questions
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⭐️⭐️⭐️⭐️★
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Success relies on effective information gathering, especially for hidden motives.
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Making Conditional Proposals
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⭐️⭐️⭐️⭐️★
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Requires logical structuring and tactical sequencing to build movement.
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Handling Power Dynamics
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⭐️⭐️⭐️⭐️★
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Both parties feel entitled to control; resolving this without losing trust is challenging.
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Summarising & Framing Positions
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⭐️⭐️⭐️⭐️★
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Clear and timely summarising is essential to maintain alignment and rapport.
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Observation & Feedback Practice
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⭐️⭐️⭐️⭐️⭐️
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Offers rich opportunities for observers to track tactic use, tone shifts and negotiation flow.
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What You’re Purchasing
You are purchasing a downloadable Negotiation Role Play Scenario Pack designed for use in negotiation practice settings.
This pack includes 5 x Documents:
- A fully structured role play scenario (PDF format)
- POWERPOINT for the Facilitator including timer slides.
- HANDOUTS for defined roles for both parties
- HANDOUT for Observers feedback guide
- Suggested duration and difficulty level
- Practical application notes
Who It’s For
This product is ideal for:
- Individuals seeking to practise complex, high-stakes negotiation scenarios
- Trainers and facilitators delivering advanced negotiation workshops
- Business professionals involved in joint ventures, partnerships, or strategic deals
- Law students, MBA cohorts, or corporate teams participating in mock negotiation exercises
How to Use It
- Print or share the PDF with participants (or run sessions virtually.
- Allocate the roles as defined
- Run the negotiation exercise within the suggested time
- Use the Observer Guide for feedback and learning reflection
Important Usage Terms
This product is provided for individual use only. Redistribution, resale, or inclusion in commercial training products is not permitted.... but we're happy to discuss it!
If you’re interested in adapting or licensing this scenario for broader use, please get in touch — we’re always open to supporting more people on their journey to negotiation mastery.
Support & Questions
If you have questions about using the material or want help designing a practice plan, we’re here to help.
Email us at: [email protected]