Developing Negotiation Skills in the Classroom: A Case Simulation

Authors

  • Maureen Hannay Troy University

Abstract

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.

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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

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