Negotiate to survive: An exercise to help develop students’ understanding of negotiations

Abstract

To help instructors teach students the meaning of negotiations, and to help students understand the different types of negotiations, we developed the “Negotiate to Survive” activity. In this activity, students work in teams to participate in both distributive and integrative negotiations, in an effort to help them understand the difference between the two. Statistical results show both that the activity helped students understand the difference between the two negotiation types and that they enjoyed participating in it. Student comments support the statistical results.

Keywords:

• Experiential exercise
• management
• negotiation