ClauseWork: Contract Negotiation and Commercial Deal-Making
Multi-party commercial negotiation simulation where learners represent Grupo Andino and negotiate a 5-year technology licensing deal across four…
About this simulation
Six-session negotiation simulation in which a 47-person Costa Rican renewable-energy developer (Helio Verde Solutions) prepares its playbook for a 20-year power-purchase agreement with a Fortune-100 hyperscaler counterparty (NorthernArc Cloud Services).
Players design BATNA improvement, fairness-norming through objective criteria, switching-cost tying, calibrated regulatory leverage, deadline discipline, and price-line discipline simultaneously, while managing the principal-agent gap that surfaces in Round 5 when the CEO discloses a private off-script concession.
Closer of MBA Track 3C — Negotiation; inherits 1420 (mutual gains), 1421 (distributive) and 1422 (multi-party) and stress-tests them in the structurally hardest case: the negotiation where the other side appears to hold all the cards.
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 6 rounds. In each one they submit their decisions and the simulation calculates the results.
- 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.