William H. Ross, Jr., William Pollman, Dana Perry, John Welty, (University of Wisconsin at La Crosse) & Keith Jones (Lynchburg College)

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 & negotiation class.  This group also demonstrated positive reactions to using the SIMULATOR.  Discussion focuses on the implications of the findings from the two studies on the use of interactive video to teach negotation skills in the classroom.

 
 Abstract Copyright (C) 2001 by Sage Publications.  All rights reserved.
 
 
 
 

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