Teaching the Basics of Negotiation in One Class

摘要

This interactive negotiation exercise was primarily developed for situations whereonly one or two sessions could be devoted to teaching negotiations. The exercise,which is conducted by the instructor with the whole class, involves a two-partynegotiation that puts the students in the role of a board member for a nonprofit camp,negotiating with a prospective buyer whose positions are presented sequentially bythe instructor. There are multiple decision points during the exercise, each of whichrequires students to recommend specific tactics or offer amounts. Students comeout of the exercise with a greater understanding of the basics of negotiation includingnegotiation planning; when to make a first offer; how to determine goals, targets,and walkaways; ZOPA; reciprocity; anchoring; emotions; overcoming impasses; anddistributive versus integrative negotiations. The exercise has been used in graduate,undergraduate, and executive education settings and is also well suited to a onetimepresentation or a workshop.