Teaching Materials: Role Play Simulation on Business E-Negotiation


This paper presents new teaching materials on business e-negotiation subject through the development of two-party role play simulation plus detailed instructions and teaching notes regarding an internet domain sales process. The case was designed with the purpose to understand how important is anchoring in negotiations where the asymmetry of information is the non-written rule of the game and the improvement of writing skills when negotiating. The role play simulation is designed to: (a) provide negotiation teachers with educational tools and new insights about how to deal with asymmetry of information in business e-negotiations (b) enhance students’ skills on mutual gains approach, value creation, joint fact findings, consensus building and (c) provoke debates in classroom regarding to e-negotiations.

Keywords: Anchoring Effect, Asymmetry, E-Negotiation, Information

Article Review Status: Published

Pages: 1-15 (Download PDF)

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