PROGRAM ON NEGOTIATION AT HARVARD LAW SCHOOL

AN INTER-UNIVERSITY CONSORTIUM TO IMPROVE THE THEORY AND PRACTICE OF CONFLICT RESOLUTION

THREE-PARTY COALITION EXERCISE

INSTRUCTIONS

You are the negotiator for: Group A

Group B

You are at Triad Group C

Groups A, B, and C are three independent organizations. Each has designated a representative to
send to a three-way negotiation. The representatives are empowered to commit on behalf of their
organizations. It is unclear whether they will have any future dealings.

The three groups have been told by a higher authority that if they work together there are
benefits to be had. Indeed, the available benefits are quite explicit:

Review Copy
If A, B, and C can agree to work together they can share benefits totaling 121. How they want to
divide up the benefits is up to them, but they have to agree upon the exact allocation of benefits
before the benefits will be made available.

Do Not Reproduce
If only two of the parties work together, there are lesser amounts of benefits available (see
schedule below). Again, any combination that decides to work together must agree on how to
split the benefits of cooperation. Any division is permissible.

Only one agreement is possible. That is, either the parties agree to a three-way allocation, or two
of the parties decide to work together, leaving the third group with nothing.

This case was written by Professor Lawrence Susskind. Copies are available online at www.pon.org, telephone: 800-258-4406 (within U.S.)
or 781-966-2751 (outside U.S.); or by fax: 617-495-7818. This case may not be reproduced, revised, or translated in whole or in part
without the written permission of the Program on Negotiation, 501 Pound Hall, Harvard Law School, Cambridge MA 02138. Please help to
preserve the usefulness of this exercise by keeping it confidential. Copyright© 1991, 1993, 1995, 1996, 1999, 2001, 2005, 2006, 2008, 2018
by the President and Fellows of Harvard College. All rights reserved. (Rev. 3/18)
THREE-PARTY COALITION: INSTRUCTIONS

Schedule of Benefits

A alone gets 0
B alone gets 0
C alone gets 0

Just A and B together get 118

Just A and C together get 84
Just B and C together get 50
A, B, and C together get 121

Each representative's goal as he or she enters these negotiations is to get the greatest number of
points possible for his or her organization in the time allotted.

The three representatives should meet together initially to introduce themselves and to formally
start the negotiations. Once negotiations begin, they will have about 20- 30 minutes to try to
reach an agreement. If two of the three representatives wish to speak privately, the third
representative may not interrupt for two minutes (but may listen silently to what the others are
saying). If any agreement is reached, it must last for at least one minute before negotiations can
conclude. Two of the three representatives can conclude the negotiations.

RESULTS OF THE NEGOTIATION

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Was an agreement reached? YES NO

What was the agreement?

Do Not Reproduce A got

B got

C got

Copyright 1991, 1993, 1995, 1996, 1999, 2001, 2005, 2006, 2008, 2018 by the President and Fellows of Harvard College. All rights reserved.
(Rev. 3/18)
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