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Collaborative Role‐Play Design: Teaching Negotiation through a Novel Student–Business Partnership
Author(s) -
GermainThomas Patrick,
Lafarge Catherine,
Sidibe Doudou
Publication year - 2019
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/nejo.12296
Subject(s) - negotiation , general partnership , internship , context (archaeology) , process (computing) , distributive property , computer science , psychology , knowledge management , engineering ethics , sociology , political science , engineering , medical education , medicine , paleontology , social science , mathematics , pure mathematics , law , biology , operating system
Simulations are a valuable tool for teaching negotiation, and the different ways in which they are used have been extensively discussed in the pedagogy literature. Scholars have critically reflected on the role of simulations and the conditions under which they are used, and some have stressed their drawbacks. These include their often artificial context, which can, some argue, limit the participants' real commitment. We have undertaken an innovative pedagogical experiment in an effort to address these concerns. As a part of this experiment, the students designed the simulations themselves, deriving inspiration from real situations they had experienced at companies in which they had completed internships. Our students' experiences suggest ways in which this novel pedagogical approach can ameliorate some of the usual pitfalls that instructors encounter when they use role plays. Further, we believe this process allows the students to understand the importance of achieving the right balance between the distributive and integrative dimensions of the negotiation.