Negociación Distributiva vs. Integrativa
Simulación interactiva de negociación laboral entre la empresa textil TANDINA y el sindicato SINALTRAINAL.
About this simulation
MBA-level negotiation simulation. Play AME, the lead negotiator on a tri-party offshore-wind PPA in Costa Rica. Diagnose the triadic coalition structure with the v(S) characteristic-function table, design side-payments calibrated to revealed preference, sequence the bilaterals so the swing party locks last, and survive the leaked-memo crisis that detonates mid-Round 3.
Built on Raiffa, Sebenius, Schelling, and Brams-Kilgour foundations.
Who it is for
An advanced simulation for participants used to working with the main frameworks and trade-offs of the subject, designed for executive education and experienced professionals.
How a session runs
- The instructor creates a session from the Eureka dashboard and invites the participants.
- Participants play 3 rounds. In each one they submit their decisions and the simulation calculates the results. The first round opens with: Diagnose the Triad.
- The simulation can be run in English, Español.
- The instructor follows each participant's progress and results from the dashboard, and uses the class results for the debrief.