Negotiation game – NGO vs Company

Game Objective: To negotiate a land exchange deal between an NGO and a big company, so that both parties are satisfied with the outcome.

Game Scenario:

The NGO is an environmental organization that wants to plant fields to feed the population. It would contribute to the Green Deal initiative. They own a 60m2 territory next to the river, which is not very valuable (valued at 40 €/m2). However, this land has a very fertile soil that is perfect for crop planting. In the last years, import food prices are getting more expensive because of the inflation. With the planting of the fields, the NGO would contribute to solving the problem of expensive food in the city.

A company is looking to build a new factory and they need more space. They own a 20m2 piece of land that is about 100m away from the river and is worth 30 €/m2. Although this land is fertile, the company has no use for it. The factory would contribute to solving the low employment problem in the city.

Game Rules:

The participants are divided into two groups of five people each. 2 teams can play at the same time.

One group represents the NGO and the other group represents the big company.

Each group will have 15 minutes to talk and plan their negotiation strategy before the negotiation begins.

After 15 minutes, a representative from each group will have three minutes to propose their initial offer for the land exchange deal.

The representatives will then go back to their groups, and the groups will have three minutes to discuss and plan their counteroffer.

The representatives will then negotiate again for three minutes, and the process will repeat until both parties reach an agreement that satisfies them both.

Group discussion

From this exercise we could formulate the following questions:

• Is the result of the agreement beneficiary for everyone?
• If you could repeat the exercise, what would you change this time?
• In your opinion, what skills were applied to get the desired result?
• What emotions did you experience?
• What was the outcome, did you agree to disagree or something else?

learning from the negotiation game, and to identify specific areas where they need to improve their negotiation and persuasion skills.

Timeframe:

10 min - presenting the rules

15 min - groups prepare their points of negotiation

40 min - Negotiation

15-20 min - Reflection

whole game 60 - 120 min