The Value of Case Studies in Negotiation Training

The Negotiation Experts makes extensive use of case studies and role playing in negotiation training interventions. It is our experience that simulated case studies,customised to our clients' business reality is the best way to assess a negotiators strengths and weaknesses. There is no better method of rapid feedback. Mistakes in role playing dont end up costing money and are highly engaging.

In this article Professor Bob March illustrates why customised case studies hold a favourite position in his training repertoire.

How do we learn to be better international negotiators? Most believe that trial and error, rather than academic study, is the best way to learn. I agree, but there is another way, one I have been using for twenty plus years all over the world. I call it "competitive role-playing." I began using it in 1979, between teams of Americans and Japanese in Japan. [You can read about my first use of the method in my book, "The Japanese Negotiator" (Tokyo: Kodansha International, 1989), pages 8 - 10.]

Competitive role-plays are competitions between two teams - one domestic (in this case, Australian and the other foreign.) Both teams are given a comprehensive briefing document that identifies team members, objectives, and background. Include history of encounters, environment of the negotiation such as third party interventions (especially government), industry associations, etc. Each role-playing team takes time, sometimes several hours to prepare. The time they take usually indicates thorough preparation. This can prove to be important in an international negotiation, preparation is (almost) everything.

The learning comes from several sources. Perceptive observers follow each team in all of its meetings. When the negotiation is complete (or we run out of time), each member of each side comments on the performance of the other team and its members. This is unique feedback we would never receive in real life. It bears upon personal communication style, effectiveness of strategies, perceived trust/believability and team cohesion and solidarity. 

A recent role-play exercise took place between a team from SB Research of Balmain (Sydney), and an external team. It included members of the AJBCC and was based on the real life situation of woodchip negotiations between Stones Ltd., and Daishowa Japan. Neither side knew the woodchip industry, so I provided them with comprehensive briefing. The one twist was that the briefing material was for the year 2000, when a particular problem arose between the two sides. I had, in 2000, as a consultant to the Australian woodchip negotiator North Forest Products Ltd. (since sold on to Gunns Ltd.) been privy to that situation. I gave them detailed insights into the main players (albeit fictionalised characters, but based on reality), and their personal attitudes.

Comments by AJBCC member Bob Seidler, The Seidler Law Firm, Sydney, a member of the team opposing SB Research:

I had the privilege of participating in the fictional negotiations between Stones and Daishowa. With many years of negotiating with Japanese teams, I accepted the invitation with considerable curiosity and some scepticism. I was curious of the concept of fictional negotiation and the challenges it posed ,while being sceptical of this method as a learning tool. My scepticism stemmed from coming through the "experience" school still bearing all the psychological scars as a graduation certificate.

The negotiation itself was fascinating and great fun. I am now a convert. Our opposition was the best prepared and most formidable team that I had encountered. Their knowledge of Japanese cultural and business practices was very good. The team functioned as a unit, with each member playing a complimentary but contributing role. They knew what they wanted to achieve and went about it in a professional and determined manner.

The review process was valuable not only as personal feedback to all of the participants, but for me, as an insight into the role-play as a teaching method.

Any one dealing with SB Research had better be prepared!!