This role-play simulation focuses on two major themes:

- Mandate issues : Which are the different types of mandates? What is a "good mandate"? a "bad mandate"? How to negotiate your mandate? How to handle tensions between principal and agent? Which are the reasons why a negotiator steps out of his mandate? Which are the difficulties specific to internal negotiations?

- Communication : How to communicate efficiently at the negotiation table? How to manage active listening and active speaking? How to exchange information to be convincing across the table?

European negotiations, Mandate, Internal negotiations, External negotiations, Communication, Active listening, Active speaking

Executives working in the public and private sectors or students who are willing to explore the complexity of European negotiations and/or multilevel negotiations. Difficulty level : complex.

Arms industry

Time required and mechanics :
- 20 minutes of individual role preparation
- 35 minutes of internal negotiation for the definition of the mandate
- 35 minutes of negotiation between the two agents (lawyer and representative from DG Enterprise
- 15 minutes of reporting from the agents to their principal
- 60 minutes debriefing and analysis
Teaching Materials :
General instructions for all students

Teaching Note with confidential instructions - 4 roles :
- DG Competition;
- DG Enterprise;
- Aerial CEO;
- Lawyer.

Teaching Note