Overview

In this highly interactive, team-based simulation, participants act as member nations of “OPEQ,” negotiating petroleum production levels with competing countries in order to maximize cumulative profits. Tension between cooperation and self-interest intensifies with each round of the game: cooperation has great benefits, but individuals have incentives to defect.

This simulation explores the dynamics of cooperation and competition and gives participants an understanding of the phases of negotiation, what promotes and inhibits cooperation, tools to use during a negotiation, and ways to reach win-win strategies, build trust, and gain commitment.

Participants will see by themselves how trust promotes cooperation while they build, break, and attempt to restore trust throughout the simulation.

DESCRIPTION

Throughout the simulation, participants will learn key negotiation concepts, strategies and tactics including:

The Three Phases of negotiations: Exchanging Information, Bargaining and Closing
Planning for Negotiation and establishing your BATNA
Principled Negotiation: A Negotiation Framework
Principled negotiation: Focus on interests not position
Principled negotiation: Create Options for Mutual Gain
Shadow of the past: Positive starts help to promote cooperation.
Shadow of the future: Long-term future relationship promotes cooperation.
Closing Negotiation and knowing when to strike a deal
Building control mechanisms to ensure commitment to agreement
Accountability and Control: The ability to (clearly) observe what others do and the ability to punish helps cooperation.
Effective communication is crucial for successful negotiation

Key Learning Objectives

Exercise strategic negotiating and communication skills to achieve optimal results in a competitive environment
Illustrate the dynamics of cooperation and competition, as well as the tension between self-interest and maximizing cumulative profits
Observe the fluctuations of price and profit in a competitive world marketplace
Understand the essential types of negotiations, the phases of negotiations, and the skills needed for successful negotiations
Learn interest-based negotiation strategies for identifying win-win solutions creating mutual gain
Explore the factors that promote and inhibit cooperation, including communication, competition, trust, accountability, and future relationship