SERIOUS PLAY: ON-LINE PEPULATOR Page 2 - Developments in Business Simulation and Experiential Learning, volume 40, 2013 ABSTRACT In order to explain the process of negotiation, which is a route from the conceptual and theoretical, to the basic defi- nition, the importance of negotiation as a daily present process and in all aspects of all kinds, as organizations, explaining existing models such as the Nash equilibrium and model of the Boston Consulting Group. All of this to finally explain the development of Pepulator negotiation game, its foundations, the results of this practice and the respective analysis to complement the game and catalog it as a suitable model for teaching negotiation. DESCRIPTION OF THE GAME The game theory has been applied in management as negotiation, communication, teamwork, and others. This is because it involves scenarios of conflict theory; besides, it implicates interactions between two or more individuals, where the final result depends on the decisions made it by each of them, given that the main objective is to find the optimal strategy for each player, being a strategy, a plan or a rule, the best single player is the one that allows himself to maximize the expected profit. Pepulator is a game based on two computers using as source the prisoner's dilemma style of negotiation between representatives of two companies about the monthly price for the "Pepulator" products. To set the scenario where this exercise takes place, Pepulator market is handled by two multinationals: Pulsar and Consolidated. Monthly benefits for both companies are uniquely determined by the price that is set and how it is compared with the competitor's price. In this game, partici- pants play the role of board of directors of each company, which they have to determine the price of their company’s Pepulators, month by month. Their goal is to maximize the company’s profits. The mechanic of this exercise contains two groups, where each one contains one person on the board of his company. The game has a third indirect participant, who called the manager; he is responsible for monitoring and moderating the scenario, also he manages the game flow and set it up. To start the game, month after month, a message is displayed in order to explain the scenario. After the first message every gamer start to make a decision according to a rule which explains that the price must be a multiple of ten. Gamers use an interface that allows them to fix the Pepulator price monthly. Thus, each month, after the mes- sage, the game continues and the results are obtained with respect to the competition or agreements between gamers. The manager interface allows seeing the results of eve- ry peer during the game time. It is possible to know if a person is cheating when the price is not was agreed in the negotiation sessions that occur thrice throughout the game. Finally, the system is responsible for displaying the results and their profits, indicating that the game is over. The game director, assigns participation turns and reg- isters the opinions of the players on the board, they have a 15-minutes discussion about game results and acquired learning, and presents conclusions about the game in a 5- minute session. AKNOWLEDGMENT This work has been developed under a research Project directed by CINCO which is a Research Group located at Universidad Nacional de Colombia – Sede Medellín. SERIOUS PLAY: ON-LINE PEPULATOR Miguel David Rojas López Universidad Nacional de Colombia mdrojas@unalmed.edu.co Carolina Rincón López Universidad Nacional de Colombia crinconl@unalmed.edu.co Santiago Londoño Velasquez Universidad Nacional de Colombia slondonov@unalmed.edu.co Table of Contents Volume 40, 2013 Leo Investor SERIOUS PLAY: ON-LINE PEPULATOR SERIOUS PLAY:ON-LINE GAME "MANAGE-ART" The Game Within the Simulation Game the Research Method Concept and Project With Game Design Implementation Managing Human Resources Simulation Rising Stars: A Study of Creativity as Experiental Learning in County Government Why do Gen Y Students Study Abroad? The Relationship Between Individual Growth and the Intent to Study Abroad Our Favorite Assignment: The In-Basket Activity Mirror-Mirror: How Can We Better Understand Our Consumption Behavior? Reflective Thinking, Writing and Imagery as Tools to Better Understand Abstract Marketing Concepts Increasing Intuitive Decision Making Speed and Accuracy by Further Understanding Intuitive Decision Making Using Emotional Means Group Exams: Are they Relevant and Reliable as a learning Tool? Integrative Learning: Exploring Opportunities in Business Simulations Simulated Tabletop Exercise for Risk Management - Anti Bio-Terrorism Multi Scenario Simulated Tabletop Exercise Simulated Tabletop Exercise for Electric Power Saving Management in a Small Organization Merging the Case Method and Simulation in Management Education: Is it Possible? Experiential Learning in Accelerated Human Resource Management Courses Digital Game Building as Assessment: A Study of Secondary Students' Experience Using an Investment Fund Simulation Integrated with a Business Game Creating Simulation Conditions Based On Real World Data Simulation Games in Training New Management Methods A Summary Overview of Cultural Differences in Higher Education Innovations And Future Directions In Education: Case Review For Best Online Teaching Practices An Implicit Measure of Forecasting Accuracy Immediate Feedback and Assessment Technique (IF-AT) testing forms: An overview of the tool and uses Teaching Secondary Mathematics: Pre-service Teachers' Digital Game Design, Pedagogy and 21st Century Skills Follow The Leader II Business Simulations: From Punch Cards to Web-Based University Engagement: Good Neighbors Budget Allocation Exercise Customizing Business Simulations: An Exploration and a Hierarchy A Review of the Simulation Research in the Academy of Management Journal: Suggestions for Strengthening the Research Conducted by ABSEL Members ABSEL Reflections: 40 Years Of Excellence, Now Going Forward How Many Options do Multiple-Choice Questions Really Have? The Management/Accounting Simulation Now 100% Web-based Design, Server Side Programming, and Implementation A Large-Scale Game Test of Early-Determined Game Finishes Large-Scale Business Games for Assurance of Learning Purposes The Gamification Of Education OB Simulation: A Hands-On Demonstration Converting Simulations for the Online Environment: The New Ginseng Game Repositioning Brands with the Web-Based Product Positioning Map Graphics Package Implications of Regulatory Focus Theory for Simulation and Experiential Learning Riskware: A Game for Teaching Software Project Risk Management Teamwork for Decision-Making Through Games: The Case of On-Line "Manage-Art" Virtual Pepulator, a Model for Teaching Negotiation Small-Scale Business Games for Assurance of Learning Purposes Incorporating Intellectual Property Issues into a Business Simulation© Nationalization and Privatization in a Computer-Assisted Business Game An Investigation of the Relationship of Plan Quality, Forecast Accuracy and Earnings Performance Under Equal and Unequal Starting Positions in Marketing Positions in Marketing Simulations Measuring the Performance Ranking Curve in Marketing Simulation Games The Effectiveness of SDM Method in Business Simulation Game 40 years of Brazilian S&G - Analysis and Perspectives Accounting For Externalities: Harnessing The "Face-In-The-Mirror" Phenomenon The Role Of Simulations In Organizational Learning: Building Individual Absorptive Capacity Assessing Project Management as an Academic Learning Outcome (ALO) At the Inflection Point: Designing Army Assessments "Economics in Practice" A Simulation Game for High School Students Teaching the Basics of Economics and Entrepreneurship Fueling the Force: Exploring Leader Priorities Implementing Mental Models: Extending Insight and Whole Person Learning Using Business Simulations To Introduce Business Concepts