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Using a General Conflict Model To Analyze the Ugli Orange Role Play

The Ugli Orange Role Play (Hall, Bowen, Lewicki, and Hall, 1975) is an experiential exercise in interpersonal bargaining and conflict resolution. Briefly stated, the situation involves two representatives from competing pharmaceutical firms who both need the same limited supply of Ugli oranges in order to manufacture a life-saving product. As part of the instructions to the participants, each role description tells why the role player needs the Ugli oranges, the part of the orange needed, and a brief statement of the prior history of antagonistic relationships between the two firms. The task of the role play is for the participants