Leadership & Negotiation · Negotiation & Influence

El Reparto

Simulation teaching distributive vs. integrative negotiation through a real estate deal in Lima, Peru. Students negotiate a land purchase with the Quispe Family, discovering how expanding negotiable issues creates value that a price-only negotiation cannot.

4 rounds Executive English, Español
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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

  1. The instructor creates a session from the Eureka dashboard and invites the participants.
  2. Participants play 4 rounds. In each one they submit their decisions and the simulation calculates the results. The first round opens with: Positions vs. Interests.
  3. The simulation can be run in English, Español.
  4. The instructor follows each participant's progress and results from the dashboard, and uses the class results for the debrief.

Decisions participants make

The decisions participants make during the simulation:

  • Opening Price Offer (PEN millions)
  • Identify Negotiable Issues (select all that apply)
  • Total Price
  • Payment Structure (lump sum vs. installments)
  • Closing Timeline
  • Apartment Unit for the Family
  • Closing Guarantees (bank letter of credit)
  • Naming Rights / Commemorative Plaque
  • Exclusive parking spaces for the Family
  • Percentage of future sales revenue

Subjects covered

Designed for courses in Negotiation & Influence.

  • Pricing Strategy & Revenue Management
  • Project Management
  • Negotiation Strategy & Tactics

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