Negotiation Games: Acquiring Skills by Playing

Abstract

This paper shows the research done at the School of Industrial Engineers (ETSII) of the Technical University of Madrid (UPM), in two consecutive academic courses. In this negotiation game each team is formed by three students playing different roles, with a different degree of complexity. The game is played three different times changing the conditions and doing the Zones of Possible Agreement (ZOPA) smaller so the negotiation is going “harder” and it was more difficult for the team to achieve an agreement. Roles were distributed according to the student’s experience, since it was understood that difficulty of the roles was different, especially when there was set a time limit for negotiation. The combination of playing and training has shown that students without particularly good negotiating skills at the beginning of the experiment attained better final results than those who have natural negotiating skills, but no benefit of training.