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Journal of Strategic Management

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ISSN: 1649-3877

Listed by: Cabells and EBSCO

Frequency: 1 online Volume per year


Exercise: Stakeholder Negotiations

JSME Vol 4: 2008

Author(s): Paul Miesing (University of Albany, USA) and Edward J. Pavur, Jr. (University at Albany, USA and Assessment Management Service, USA)

Effective strategies must consider stakeholders, many of whom might have conflicting
interests. This 90-minute to two hour group exercise was designed to demonstrate the essence and
dynamic complexity of stakeholder negotiations. The instructor assigns participants to small groups,
and provides each person a unique scenario. The participants assume the roles of various
stakeholders in a manufacturing enterprise. In the process, they brainstorm a range of options with
potential allies. The participantsí motives produce several competitive and cooperative relationships
among suppliers, customers, competitors, employees, and other specific stakeholders. Participants
begin by individually analyzing an outsourcing situation, but they can only fully analyze the
problem during the later group discussion. The discussion requires stakeholders to negotiate a
solution using information based on their own intentions and the perspectives of other participants.
Students summarize their strategies followed by class presentations and discussion. The teaching
note suggests alternative debriefing and lecture options for the instructor.

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