Where the theory meets the table.

This simple exercise lets you build your value claiming skills and introduces you to the practice of simulated negotiations. To ready yourself for optimal performance, review the lectures in parts 1 and 2. If you've got limited time, at least check out video 1.2 "the basics" and and video 1.3 "distributive negotiation."

If you are reading this sentence, please report an error.

This exercise gives you an opportunity to practice the basic principles of "integrative negotiation." In addition to trying to get the best outcome for yourself ("claim value") you should seek trade-offs that can help to make things better for both parties ("create value"). To prepare for this negotiation, check out Part 2 and Part 3 of the lecture series!

Negotiation is not always a tug of war—sometimes its a process of joint problem-solving. This group exercise will challenge you to find a solution to a complex problem. There are opportuntiies to claim value and to create value, but the real challenge is to search a large space of possible options for something that satisfies everyone. Check out lecture series Part 5 and Part 6, as well as the blog post "Negotiation Isn't a Battle, It's a Team Effort."