Jenny Jan's dilemma: applying the principles of resource dependence theory to vendor selection negotiations

Abstract

This paper describes an original exercise developed to apply resource dependence theory (RDT) in an interesting and educational series of role plays. The exercise creates simulated negotiations between a fast-food sandwich shop and various supply vendors, where student actors representing these entities experience the dynamics between dependence and power. Complete theoretical background on RDT is followed by step-by-step instructions and processing information. Pre- and post-assessments, student reactions, and a photo-ready hand-out of the activity are also provided.

Keywords:

• resource dependence theory
• experiential exercise
• vendor negotiations
• role play