Stakeholder Negotiation: Multi-Party Deal Making
An advanced negotiation simulation where participants lead EcoLitio S.A. through a multi-party, multi-issue negotiation with four stakeholders…
About this simulation
Simulacion Express de 90 minutos, 4 rondas, nivel avanzado, sobre pedidos con demanda incierta y contratos que coordinan una cadena de suministro, para cursos de direccion de operaciones y compras.
Flors Amat (cadena de 40 floristerias, Barcelona): eres la jefa de compras y planificacion que prepara las cuatro campanas de flor de 2028 (San Valentin, Sant Jordi, Dia de la Madre y Todos los Santos) con una cooperativa de productores.
Decides en que se basa la prevision, como se fija el pedido, donde esta el stock, que se hace con lo que sobra, el contrato del Dia de la Madre, que se hace para vender y la propuesta de acuerdo marco. Se mide el beneficio de la cadena y el de la cooperativa, la eficiencia del canal, la desviacion del pedido frente a su optimo y las flores tiradas.
What participants learn
After the session, participants will be able to:
- Set seasonal order quantities with the newsvendor critical fractile, reading the costs of being short and long from price, contract and leftover route, on demand reconstructed from censored sales
- Analyze why double marginalisation makes the retailer's best order smaller than the channel's and choose a buyback or revenue-sharing term that aligns the two
- Design supply contract terms that improve channel efficiency, splitting the gain so both firms beat their current contract without crossing the supplier's participation line
- Reduce the uncertainty an order must cover and the waste it leaves by pooling stock across shops and choosing a leftover route that recovers value without selling old flowers as fresh
- Explain which unfair trading practices Directive (EU) 2019/633 prohibits with perishable agricultural products, whatever the contract says
Prerequisites
- The single-firm newsvendor model and the critical ratio
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 4 rounds. In each one they submit their decisions and the simulation calculates the results. The first round opens with: Lunes 17 de enero de 2028: qué dicen las ventas y cuánto pedir.
- 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.