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| Author: | Volkema, R.J. |
| Title: | Negotiating for money: adding a dose of reality to classroom negotiations |
| Journal: | Negotiation Journal
2007 : VOL. 23:4, p. 473-485 |
| Index terms: | money negotiation simulation |
| Language: | eng |
| Abstract: | The paper discusses and offers suggestions for negotiation courses. Often classroom negotiation role plays and simulations lack the full emotional tension inherent in actual negotiation. This can be due to the fact that no tangible resources, such as money are at stake. The paper describes an experiment where MBA students paid a player's fee at the beginning a course and each negotiation exercise had an actual dollar value at risk. The exercise enabled students to focus on risks and returns more sharply. |
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