Leadership & Negotiation · Negotiation & Influence

La Mesa

Simulation to teach negotiation preparation through BATNA calculation, ZOPA identification, reservation price analysis, and concession planning in a B2B steel supply contract renegotiation

4 rounds Executive English, Español

Preview

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.
  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:

  • Real landed price of Chinese steel (COP/kg)
  • Total effective price with hidden costs (COP/kg)
  • BATNA revenue for Metalicos (COP billions)
  • BATNA EBITDA for Metalicos (COP billions)
  • Reservation price of Metalicos (COP/kg)
  • Reservation price of CBG (COP/kg)
  • ZOPA midpoint (COP/kg)
  • Opening anchor price (COP/kg)
  • First concession price (COP/kg)
  • Volume increase condition (%)

Subjects covered

Designed for courses in Negotiation & Influence.

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

Ready to use La Mesa with your students?

Contact us and we'll set you up with a free trial session.

Contact us