Negotiating Under Power Asymmetry — The Underdog Playbook

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.