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Keywords:

  • Operations Management;
  • Simulation and Gaming;
  • Supply Chain Management;
  • Teaching using Games

ABSTRACT

This article introduces an exercise that simulates the negotiation process in a dynamic supply chain. The retailer and wholesaler roles are assigned to student groups who negotiate supply contracts in a number of rounds during a class period. Each group makes pricing, inventory, and ordering decision concurrently, and competes with others to achieve the highest profit. The exercise is easy to implement using pen and paper, and lends itself to a wide variety of negotiation environments.