El Silencio en la Mesa

A 90-minute, 4-round Express simulation in the learner's own chair as a key-account manager who has just stated a price increase across the table and met a silence, and the five months of the contract renewal that follow: one page of preparation (target, walk-away, alternative, trades priced, and the rule "the number, one reason, silence") rather than instinct, a long cost script or a capacity bluff; the silence held after the number rather than filled, ended with "what do you think?" or broken with a discount; the counteroffer explored with a label and an open question rather than split or answered with the cost breakdown again; the buyer's deadline turned into a dated pause rather than accepted, answered at midnight with a concession or met with an ultimatum; one voice on your own side rather than no agreement, the director leading or four people at the table; a conditional package stated and left to sit rather than the buyer's "sign today" figure or a final offer; and what was agreed written down and applied as written, and a team preparation and debrief rule.

Clara Benillup Tarbena (fictional) is key-account manager at Envases Marjalet, a fictional maker of thermoformed food trays in Ibi (Alicante); resin is up and the 2028 ready-meal tray contract with Grupo Morvedra, a fictional supermarket chain (52 million trays, 4.1 million euros a year), needs +6%, 246,000 euros a year; Inigo Beraza Mutiloa, the buyer, goes silent after the number.

You decide what you bring prepared and what you do with his silence, how you answer his counteroffer and his deadline, how your side handles the silences and how you close, and what you do with what was agreed and with how your team negotiates.

Scored on how firmly your position holds, the chance of a renewal that covers the resin, the increase kept, your time and energy, your working relationship with the buyer and your credibility with your own management, and open risk; three shortcuts (an invented rival offer, a competitor quote leaked from inside the buyer, the tray thinned after signing) come back and cap the score. Spanish primary, English included.

An intermediate simulation for participants who already know the core concepts of the subject, designed for master's and MBA programmes.