2023
DOI: 10.1108/ejtd-11-2022-0132
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Hybrid negotiation simulations: how mixing fact and fiction can lead to a more comprehensive learning experience

Abstract: Purpose The purpose of this paper is to describe an innovative approach to overcoming a common dilemma in designing negotiation simulations – that of situating a simulation in a real-life or fictitious context. This binary choice, which the authors call the negotiation designer’s dilemma, has profound implications for the types of learning activities and outcomes that can be integrated into the overall learning experience. As a way of overcoming the trade-offs inherent in this dilemma, the authors developed wh… Show more

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References 41 publications
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