Integrative Negotiation Simulator

Integrative negotiation simulator

Many people think negotiation is a contest where someone has to lose. Skilled negotiators know it’s usually the opposite: when the conversation is handled well, everyone can come away with something valuable. This isn’t easy, though. Getting to a win-win outcome where everyone is happy requires curiosity, emotional awareness, and a willingness to explore what hides beneath the surface of what’s being said: needs, fears, hopes, and sometimes a genuine desire to be helpful.

In this simulation, a colleague has come to you asking for help. Specifically, he wants to “borrow” your top employee for an indefinite period. Can you help him, help yourself and protect the well-being of your staff member without anyone’s feelings getting hurt?

OUTCOME

Debrief

What you did

Your negotiation style

Try this next time

Conversation

Round 1 of 6

Status

Relationship with Jordan Neutral

Priya’s wellbeing Unclear

Problem actually solved? Unknown

Integrative tone

Strained tone

Defensive tone

Techniques you’ve tried
(click one to learn more)

Logrolling Trade across priorities

Cost-cutting Make yes easier

Compensation Offer value elsewhere

Expand the pie Add new options

Hint. Great negotiations create value together and then divide it fairly.

References:

Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin.

Heunis, H., Pulles, N. J., Giebels, E., Kollöffel, B., & Sigurdardottir, A. G. (2024). Strategic adaptability negotiation training in purchasing and supply management: A multi-method instructional approach. Journal of Purchasing and Supply Management, 100968.

Thompson, L. (2015). The Mind and Heart of the Negotiator (6th ed.). Pearson.

Trötschel, R., van Treek, M., Heydenbluth, C., Zhang, K., & Majer, J. M. (2022). From claiming to creating value: The psychology of negotiations on common resource dilemmas. Sustainability, 14(9), 5257.

Important note: This article may include content generated with the assistance of AI. I have personally reviewed and approved all content to ensure its accuracy and alignment with my views.

Geoff Crane designs research-backed tools to make so-called “soft skills” concrete, measurable, and deeply human. After more than two decades in industry and another decade in personal intelligence research and program design, his work now supports coaches, educators, and organisations that want to understand people more clearly and help them grow with care.

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