Interactive Video Negotiator Training: A Preliminary Evaluation of the McGill Negotiation Simulator

William H. Ross, William Pollman, Dana Perry, John Welty and Keith Jones
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John Welty: University of Wisconsin at La Crosse
Keith Jones: Lynchburg College

Simulation & Gaming, 2001, vol. 32, issue 4, 451-468

Abstract: The authors investigated student reactions to an interactive video training program called the MCGILL NEGOTIATION SIMULATOR designed to teach negotiation skills using a sales negotiation scenario. They also determined whether the program increased learning of negotiation concepts, as measured by a pretest and posttest. The authors conducted two studies. In Study 1, undergraduate students taking a sales class used the SIMULATOR and demonstrated significant learning relative to a control group. Study 2 replicated the findings from Study 1 using a bargaining and negotiation class. Discussion focuses on the implications of the findings fromthe two studies on the use of interactive video to teach negotiation skills in the classroom.

Keywords: bargaining; computer-based training; negotiation; training evaluation (search for similar items in EconPapers)
Date: 2001
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Persistent link: https://EconPapers.repec.org/RePEc:sae:simgam:v:32:y:2001:i:4:p:451-468

DOI: 10.1177/104687810103200402

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