For Textbook Adopters: Examples of Negotiation Role Plays

Back to main page of role plays

Permissions have been granted for the use of this material only for classroom use by those who are currently adopting the textbook Selling: Building Partnerships by Castleberry and Tanner, McGraw Hill. All other uses are prohibited.

Here you will find, for each role play, a description for the selling negotiation team and the buying negotiation team, and the video of the presentation (the YouTube link). These are approximately 60 minute negotiation sessions, that have multiple sellers and multiple buyers in each session.

Negotiation Role Play 1 via Zoom Medtronic with Fastenal (Zoom) https://youtu.be/QJLu6HIgee0

Here are the scenarios: (Medtronic Fastenal)

Negotiation Role Play 2 (live, masks during COVID) 3M with Loffler https://youtu.be/mzMIhDHKtxc

Here are the scenarios: (3M Loffler)

Negotiation Role Play 3 (live, masks during COVID) Gravity Jetpacks with National Park Service https://youtu.be/feYTEiqHL30

Here are the scenarios: (Jetpacks National Park Service)

Negotiation Role Play 4 (live) TopSpin360 with Major League Baseball https://www.youtube.com/watch?v=t0tgKIR3i4I

Here are the scenarios (TopSpin360 MLB)

Negotiation Role Play 5 (live) United Van Lines with Google https://www.youtube.com/watch?v=MQaHNsbw-9w

Here are the scenarios: (United Van Lines Google)

Negotiation Role Play 6 (live) Bose with Target

https://www.youtube.com/watch?v=BRYCU4P_9Cw

Here are the scenarios: (Bose Target)

Negotiation Role Play 7 (live) TopSpin with MLS

https://www.youtube.com/watch?v=LkT_kH-8QrM

Here are the scenarios: (TopSpin MLS)

Negotiation Role Play 8 (live) Bekins with Deloitte

https://www.youtube.com/watch?v=7k8z8fTI8u0

Here are the scenarios: (Bekins Deloitte)

Negotiation Role Play 9 (live) VIZIO with WalMart

https://www.youtube.com/watch?v=zxWnfU5y7IA

Here are the scenarios: (VIZIO WalMart)

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