Title of Unit:
Significant Question:
Character Traits:
Experience(s):
Community of Character- Integrity
Ugli Orange Negotiation
This lesson is recommended for grade 7 and up.
How do we negotiate honestly?
 Acceptance
 Appreciation
 Cooperation
 Empathy
 Fairness
 Integrity
 Optimism
 Perseverance
 Respect
 Responsibility
1.
Divide the class up into groups (a minimum of 5 students/group)
2.
Each group will have 2 members who represent Dr. Roland and the other
2 members will represent Dr. Jones. The fifth member will be the
Observer. The Observer is not allowed to communicate with the group and the group is not allowed to communicate with the observer.
NOTE: Each group gets either Reading Set 1- Dr. A Jones and Dr. B
Roland (not amicable) OR Reading Set 2- Dr. F. Jones and Dr. G. Roland
(amicable). The reading set will determine whether the negotiations go smoothly or not. The observer should pick up on this tension during the planning session.
3. Hand out the assigned roles to each group.
4. Each group then selects who will play Dr. Roland and Dr. Jones. The
other will act as advisors to the doctors.
5. Give each group about 10 minutes to become familiar with the roles and
to plan their negotiating strategies
6. At the end of the planning session, each side sits down across from one
another and starts negotiating.
RULES:


Roland and Jones talk only with one another. They CANNOT talk with their advisors during negotiations
The advisors can only pass messages forward to their doctor.
No other communication is allowed. 
The Doctors must decide…
… What is to be done with the oranges?
… How much money is to be exchanged?
Extended Activities-
This could be connected to the Science or History curriculum as a role play.

Deepening
Question(s):
Blackline Masters:
Why was it more difficult to negotiate when there was hostility between the parties?
How did it help/hinder to have an advisor?
Blackline Master A- Role of Dr. A Jones
Blackline Master B- Role of Dr. B. Roland
Blackline Master C- Role of Dr. F. Jones
Blackline Master D- Role of Dr. G. Roland
Blackline Master E- Observer Worksheet

Ugli Orange Simulation
Reading Set 1
Student Worksheet
You will be negotiating with another company to get the much-needed Ugli
Oranges. Based on the description below, you must negotiate to get what you need. You must determine:
 What is to be done with the oranges?
 How much money is to be exchanged?
You will have ten minutes to prepare your negotiations. You will have an advisor to help you, but you will not be able to talk to your advisor during the negotiations. The advisor can pass you written notes during the negotiations, but you cannot directly communicate with him/her. Your company is relying on you… best of luck!
Role of Dr. A. Jones
You are Dr. A. Jones, a biological research scientist employed by a pharmaceutical firm. You have recently developed a synthetic chemical useful for curing and preventing Rudosen. Rudosen is a disease contracted by pregnant women. If not caught in the first four weeks of pregnancy, the disease causes serious brain, eye, and ear damage to the unborn child. Recently, there has been an outbreak of Rudosen in another area of the country. Several thousand women have contracted the disease. You have found, with volunteer patients, that your recently developed synthetic serum cures Rudosen in its early stages. Unfortunately, the serum is made from the juice of the ugli orange, a very rare fruit. Only a small quantity (approximately 4 000) of these oranges were produced last season. No additional ugli oranges will be available until next season, which will be too late to cure the present Rudosen victims.
You’ve demonstrated that your synthetic serum is in no way harmful to pregnant women. Consequently, there are no side effects. The government has approved the production and distribution of the serum as a cure for Rudosen.
Unfortunately, the present outbreak was unexpected and your firm had not planned on having the compound serum available for six months. Your firm holds the patent on the synthetic serum and it is expected to be a highly profitable product when it is generally available to the public.
You have recently been informed that Dr. B. Roland, an employee of a competing pharmaceutical firm, has recently purchased the entire lot of 4 000 ugli oranges from a South American fruit exporter. If you could obtain, in the next few days, the juice of 3 000 ugli oranges, you would be able to cure present victims and provide sufficient inoculation for the remaining pregnant women in the stricken area. No other area currently has a Rudosen threat. IF you obtain the juice of fewer oranges, hundreds of unborn children will suffer brain, eye and

ear damage. Just to stem the outbreak and prevent its further spread would require the juice of 2 000 ugli oranges.
You do not know the price Dr. Roland paid or why he purchased the oranges.
You do know that he has been recently working on biological warfare research.
Also, there is a great deal of industrial espionage in the pharmaceutical industry and over the past several years Dr. Roland’s firm and yours have sued each other several times for infringement of patent rights and other violations.
Litigation on two suits is still in progress.
With y our firm’s authorization, you have arranged to meet with Dr. Roland to try to purchase the ugli oranges you need. You have with you a government health representative who is concerned with the Rudosen outbreak, and a company vice-president in charge of finance, who must authorize any expenses. You have been initially authorized to bid as high as $300 000 to obtain the juice of 3 000 ugli oranges.

Ugli Orange Simulation
Reading Set 1
Student Worksheet
You will be negotiating with another company to get the much-needed Ugli
Oranges. Based on the description below, you must negotiate to get what you need. You must determine:
 What is to be done with the oranges?
 How much money is to be exchanged?
You will have ten minutes to prepare your negotiations. You will have an advisor to help you, but you will not be able to talk to your advisor during the negotiations. The advisor can pass you written notes during the negotiations, but you cannot directly communicate with him/her. Your company is relying on you… best of luck!
Role of Dr. B. Roland
You are Dr. B. Roland. You work as a research biologist for a pharmaceutical firm. The firm is under contract with the government to do research on methods to combat enemy uses of biological warfare.
Recently, several World War II experimental nerve gas bombs were moved from the mainland to a small island just off the coast in the Pacific. In the process of transporting them, tow of the bombs developed a leak. The leak is presently controlled by government scientists, who believe that the gas will penetrate the bomb chambers within two weeks. They know of no method of preventing the gas from getting into the atmosphere and spreading to other islands, and likely to the West Coast as well. If this occurs, it is likely that several thousand people will incur serious brain damage or die.
You’ve developed a synthetic vapor, which will neutralize the nerve gas if it is injected into the bomb chambers before the gas leaks out. The vapor is made with a chemical taken from the rind of the ugli orange, a very rare fruit.
Unfortunately, only 4 000 of these oranges were produced this season.
Your firm has recently contracted to purchase the entire crop of 4 000 ugli oranges, at a cost of $400 000, from a South American exporter. The oranges are due to arrive today. The rind of 3 000 of these oranges will be sufficient to neutralize the gas., if the vapor is developed and injected efficiently. Partial neutralization could be done with the rinds of fewer oranges, but hundreds of people would still suffer brain damage or death. Just to have any effect at all would require using 2 000 oranges.

You learned yesterday that Dr. A. Jones is anxious to obtain ugli oranges and he has arranged this meeting. Dr. Jones works for a competing pharmaceutical industry, and over the past few years your firm and his have sued each other several times for infringement of paten rights and other violations. Litigation on two suits is still in progress. You do not know why dr. Jones is interested in the oranges.
You’ve been authorized by your firm to meet with Dr. Jones to see if you can sell your surplus oranges and recover part of your costs. You have with you a federal representative from the defense department who is concerned about the leaking bombs, and a company vice-president in charge of finance who is interested in the sale.

Ugli Orange Simulation
Reading Set 2
Student Worksheet
You will be negotiating with another company to get the much-needed Ugli
Oranges. Based on the description below, you must negotiate to get what you need. You must determine:
 What is to be done with the oranges?
 How much money is to be exchanged?
You will have ten minutes to prepare your negotiations. You will have an advisor to help you, but you will not be able to talk to your advisor during the negotiations. The advisor can pass you written notes during the negotiations, but you cannot directly communicate with him/her. Your company is relying on you… best of luck!
Role of Dr. F. Jones
You are Dr. F. Jones, a biological research scientist employed by a pharmaceutical firm. You have recently developed a synthetic chemical useful for curing and preventing Rudosen. Rudosen is a disease contracted by pregnant women. If not caught in the first four weeks of pregnancy, the disease causes serious brain, eye, and ear damage to the unborn child. Recently, there has been an outbreak of Rudosen in another area of the country. Several thousand women have contracted the disease. You have found, with volunteer patients, that your recently developed synthetic serum cures Rudosen in its early stages. Unfortunately, the serum is made from the juice of the ugli orange, a very rare fruit. Only a small quantity (approximately 4 000) of these oranges were produced last season. No additional ugli oranges will be available until next season, which will be too late to cure the present Rudosen victims.
You’ve demonstrated that your synthetic serum is in no way harmful to pregnant women. Consequently, there are no side effects. The government has approved the production and distribution of the serum as a cure for Rudosen.
Unfortunately, the present outbreak was unexpected and your firm had not planned on having the compound serum available for six months. Your firm holds the patent on the synthetic serum and it is expected to be a highly profitable product when it is generally available to the public.
You have recently been informed that Dr. B. Roland, an employee of a competing pharmaceutical firm, has recently purchased the entire lot of 4 000 ugli oranges from a South American fruit exporter. If you could obtain, in the next few days, the juice of 3 000 ugli oranges, you would be able to cure present victims and provide sufficient inoculation for the remaining pregnant women in the stricken area. No other area currently has a Rudosen threat. IF you obtain the juice of fewer oranges, hundreds of unborn children will suffer brain, eye and

ear damage. Just to stem the outbreak and prevent its further spread would require the juice of 2 000 ugli oranges.
You do not know the price Dr. Roland paid or why he purchased the oranges.
You do know that he has been recently working on biological warfare research.
For a few years now your firm and Dr. Roland’s have cooperated in working together on some joint projects, and relations between the two companies are friendly and trusting. Although you don’t know him well, you have met Dr. Roland on several occasions and have been impressed with his forthright, open manner.
With your firm’s authorization, you have arranged to meet with Dr. Roland to try to purchase the ugli oranges you need. You have with you a government health representative who is concerned with the Rudosen outbreak, and a company vice-president in charge of finance, who must authorize any expenses. You have been initially authorized to bid as high as $300 000 to obtain the juice of 3 000 ugli oranges.

Ugli Orange Simulation
Reading Set 2
Student Worksheet
You will be negotiating with another company to get the much-needed Ugli
Oranges. Based on the description below, you must negotiate to get what you need. You must determine:
 What is to be done with the oranges?
 How much money is to be exchanged?
You will have ten minutes to prepare your negotiations. You will have an advisor to help you, but you will not be able to talk to your advisor during the negotiations. The advisor can pass you written notes during the negotiations, but you cannot directly communicate with him/her. Your company is relying on you… best of luck!
Role of Dr. G. Roland
You are Dr. G. Roland. You work as a research biologist for a pharmaceutical firm. The firm is under contract with the government to do research on methods to combat enemy uses of biological warfare.
Recently, several World War II experimental nerve gas bombs were moved from the mainland to a small island just off the coast in the Pacific. In the process of transporting them, tow of the bombs developed a leak. The leak is presently controlled by government scientists, who believe that the gas will penetrate the bomb chambers within two weeks. They know of no method of preventing the gas from getting into the atmosphere and spreading to other islands, and likely to the West Coast as well. If this occurs, it is likely that several thousand people will incur serious brain damage or die.
You’ve developed a synthetic vapor, which will neutralize the nerve gas if it is injected into the bomb chambers before the gas leaks out. The vapor is made with a chemical taken from the rind of the ugli orange, a very rare fruit.
Unfortunately, only 4 000 of these oranges were produced this season.
Your firm has recently contracted to purchase the entire crop of 4 000 ugli oranges, at a cost of $400 000, from a South American exporter. The oranges are due to arrive today. The rind of 3 000 of these oranges will be sufficient to neutralize the gas., if the vapor is developed and injected efficiently. Partial neutralization could be done with the rinds of fewer oranges, but hundreds of people would still suffer brain damage or death. Just to have any effect at all would require using 2 000 oranges.

You learned yesterday that Dr. A. Jones is anxious to obtain ugli oranges and he has arranged this meeting. Dr. Jones works for another pharmaceutical firm with which your company has cooperated in working together on some joint projects, and relations between the two firms are friendly and trusting. Although you don’t know him well, you have met Dr. Jones on several occasions and have been impressed with his forthright, open manner. You don not know why Dr. Jones is interested in the oranges.
You’ve been authorized by your firm to meet with Dr. Jones to see if you can sell your surplus oranges and recover part of your costs. You have with you a federal representative from the defense department who is concerned about the leaking bombs, and a company vice-president in charge of finance who is interested in the sale.

Ugli Orange Simulation
Observer Worksheet
As an observer, you are NOT ALLOWED to communicate with either group.
As both groups prepare to negotiate, spend a little time listening to the bargaining strategy that each group starts to formulate. How closely do they stick to this strategy during the course of the negotiations?
When the negotiations begin, start to jot down a few notes on how the bargaining proceeds. Notice the amount of trust shown and do the negotiators fully disclose their positions?
Once time has been called, complete the following questions:
1. Did they reach an agreement?
2. How are the oranges divided?
 Dr. Roland gets…
 Dr. Jones gets…
3. How much money is to be exchanged?
 Dr. Roland pays…
 Dr. Jones pays…
4. What other accommodations were agreed too?
5. Observations