Experiential Exercise
A Negotiation Role-Play
This exercise contributes to:
Learning Objective: Apply the five steps of the negotiation process
Learning Outcome: Describe the nature of conflict and the negotiation process
AACSB: Reflective thinking
There are two scenarios to consider for this case; one is more distributive, the other more
integrative. Within your group of two, one of you takes the role of the engineering director,
while the other takes the role of the marketing director. Read only your own side’s specific
information for the two negotiation processes. The overall situation is the same for both
scenarios, but the priorities and outlook for the parties change depending on whether the group
is doing the “contested resources” scenario or the “combined future” scenario.
The Case
Cytrix develops integrated bicycle and running performance systems. Runners and bikers wear
the Cytrix watch, which uses GPS signals to identify their location and the distance they’ve
covered. This information can then be uploaded to the Cytrix Challenge website, where users
record their performance over time. Social media tools also allow them to compare their
performance relative to that of friends. The majority of users are either amateur student athletes
or committed adult hobbyists like marathon runners. The organization needs to determine how
to allocate a fixed pool of resources for future development between the marketing and
engineering groups. Rather than making an executive decision about resource allocation, the
