European Journal of Training and Development Studies (EJTDS)

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Teaching Materials: Role Play Simulation on Business E-Negotiation

Abstract

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

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This work by European American Journals is licensed under a Creative Commons Attribution-NonCommercial-NoDerivs 4.0 Unported License

 

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Email ID: editor.ejtds@ea-journals.org
Impact Factor: 7.01
Print ISSN: 2057-5238
Online ISSN: 2057-5246
DOI: https://doi.org/10.37745/ejtds.2014

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