Strait of Hormuz Supply Crisis

Advanced Commercial Negotiation Role Play

A realistic negotiation simulation where success is determined long before the meeting begins.

Most negotiation exercises begin with the parties sitting around a table.

This one begins several days before the meeting.

Participants receive market intelligence, internal company emails, stakeholder communications and confidential business information before preparing for a high-stakes commercial negotiation against the backdrop of a global supply chain crisis.

The challenge is not simply to negotiate a price.

The challenge is to analyse information, identify commercial risks, uncover hidden negotiation variables and prepare a strategy before the first proposal is ever made.

Perfect for procurement teams, sales professionals, contract managers, commercial leaders and university students looking to develop advanced negotiation skills.

Scenario Overview

Escalating geopolitical tensions have disrupted shipping through the Strait of Hormuz, one of the world’s most important maritime trade routes.

Marine insurance premiums have risen dramatically.

Freight costs are increasing.

Lead times are becoming unpredictable.

Businesses are reviewing supply contracts and competing for future inventory.

Against this uncertain backdrop, two organisations must negotiate a new commercial agreement that balances cost, security of supply and long-term business interests.

What Makes This Role Play Different?

Unlike traditional negotiation role plays, participants are not given a list of negotiation variables.

Instead, they must discover them.

Working individually or in teams, participants analyse realistic company emails, stakeholder communications and market intelligence to identify:

• Commercial priorities
• Stakeholder pressures
• Negotiation variables
• Business risks
• Missing information
• Assumptions
• Questions to ask during the negotiation

Only then does the negotiation begin.

Learning Objectives

Participants will develop their ability to:

• Prepare effectively for complex negotiations.
• Extract negotiation variables from written information.
• Identify stakeholder interests and competing priorities.
• Separate facts from assumptions.
• Develop purposeful questioning strategies.
• Manage uncertainty and incomplete information.
• Negotiate multiple commercial variables simultaneously.
• Reflect on preparation as a competitive advantage.
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What’s Included?

✔   Facilitator / Trainer Guide

✔   PowerPoint Presentation with Timers

✔   Shared Market Briefing

✔   Buyer Briefing Pack

✔   Seller Briefing Pack

✔   Confidential Information for Both Parties

✔   Internal Email Chains

✔   Observer Instructions

✔   Preparation Activities

✔   Negotiation Exercise

✔   Structured Debrief Questions

✔   Optional Scenario Twist Cards

✔   Difficulty Rating Guide

Ideal For

• Procurement Teams
• Sales Teams
• Contract Managers
• Commercial Managers
• Leadership Development Programmes
• University Business Schools
• Law Schools
• MBA Programmes
• Corporate Negotiation Clubs
• Professional Negotiation Workshops

Difficulty

★★★★☆ Advanced

This role play is designed for participants who already understand the fundamentals of negotiation and are ready to develop the skills required for preparing and managing complex commercial negotiations.

Duration

Typically delivered in 60–90 minutes, including:

• Preparation Exercise
• Director Briefing
• Negotiation
• Structured Debrief

The Key Lesson

The best negotiators don’t simply prepare what they are going to say…

They prepare what they need to discover.

If you want participants to experience the kind of preparation that takes place before real commercial negotiations, this role play provides a realistic, engaging and highly practical learning experience that can be used repeatedly with different groups.