Developing Negotiation Skills in the Classroom: A Case Simulation


  • Maureen Hannay Troy University


Effective 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