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

Author

Listed:
  • William H. Ross Jr.
  • William Pollman
  • Dana Perry
  • John Welty

    (University of Wisconsin at La Crosse)

  • Keith Jones

    (Lynchburg College)

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.

Suggested Citation

  • William H. Ross Jr. & William Pollman & Dana Perry & John Welty & Keith Jones, 2001. "Interactive Video Negotiator Training: A Preliminary Evaluation of the McGill Negotiation Simulator," Simulation & Gaming, , vol. 32(4), pages 451-468, December.
    • Handle: RePEc:sae:simgam:v:32:y:2001:i:4:p:451-468
    DOI: 10.1177/104687810103200402
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    References listed on IDEAS

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    1. Frederick W. Winter, 1985. "An Application of Computerized Decision Tree Models in Management-Union Bargaining," Interfaces, INFORMS, vol. 15(2), pages 74-80, April.
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