New Negotiation Role-Play Published Through Northwestern University's Dispute Resolution Research Center

Dr. Sue Padernacht is pleased to share the publication of a new negotiation role-play developed with co-author Deborah "Dee" Wing, MD, MBA, PCC, and supported by the Northwestern University Dispute Resolution Research Center.

The case addresses a common and consequential leadership challenge: a new leader navigating a high-stakes budget negotiation with a senior leader.

Designed for instructors, the role-play explores the nuances of leadership decision-making and resource constraints in complex organizations. While the case is drawn from academic medicine, the negotiation dynamics are applicable across a wide range of organizational settings.

The role-play can be used in:

• MBA and upper-division undergraduate negotiation courses
• Healthcare-focused Executive MBA programs
• Academic medicine leadership development programs
• Leadership and management training programs

Explore the exercise: https://teachwithkellogg.com

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Acknowledgments

The development of this case began with a 2023 invitation from Libby Ellinas, Associate Dean for AWSM at the Medical College of Wisconsin, to teach negotiations as part of the annual Leadership Learning Initiative. That opportunity provided the impetus to develop the role-play.

Co-author Deborah "Dee" Wing, MD, MBA, PCC brought decades of academic medicine leadership experience to the project, helping ensure the case reflected the realities and complexities of leadership in healthcare.

The case was also tested and refined with University of California, Irvine Paul Merage School of Business Executive MBA and Flex MBA students, whose early use of AI in negotiation learning helped validate the approach and influence the final activity design.

Special thanks to Dominic Slauson, AI Specialist at UC Irvine, for his guidance in shaping and adapting AI for use in the classroom.

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For Instructors and Leadership Programs

The role-play is designed for educators and leadership development professionals teaching negotiation, leadership, healthcare management, or working with leaders navigating resource constraints in complex organizations.

If you are interested in learning more about the case or discussing how it could fit into your course or leadership program, Dr. Padernacht welcomes the opportunity to connect: https://www.linkedin.com/in/suepadernacht/