Developing Negotiation Skills in the Classroom: A Case Simulation
AbstractEffective negotiation skills are required in all positions and at all levels of modern organizations. Employees in the human resources department utilize these skills on a daily basis when they deal with such items as new hire packages, salary increases, performance issues, labor contracts, and terminations. Research indicates that by using practical, real-life simulated negotiation scenarios, learners can develop more effective negotiating skills. This paper introduces a case where students can be assigned to a management team or a union team to negotiate a mock collective bargaining agreement. Guidance is provided on how to apply the case in the classroom and facilitate the discussion at the conclusion of the exercise.
How to Cite
Hannay, M. (2009). Developing Negotiation Skills in the Classroom: A Case Simulation. Journal of Human Resources Education, 3(1). Retrieved from https://journals.troy.edu/index.php/JHRE/article/view/38
The Journal of Human Resources Education (JHRE) is a publication of Troy University's Sorrell College of Business.
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