Patagonia Role-Play Exercise: The Role of the Seller

The owner of 100,000 acres in Argentina's Patagonia region is soliciting bids for the land, wishing to maximize the price without drawing the ire of environmentalists. A real-estate broker who is an old friend of the seller's has offered to facilitate negotiations. In this role play exercise, students are assigned one of seven roles, each with a different set of limitations and objectives, to explore how to structure a deal that best meets their goals.