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When Students Have Skin in the Game: Two Classroom Activities to Teach Persuasion and Negotiation with Real Outcomes

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This interactive session will teach participants about two activities we developed and used effectively in the classroom. It will incorporate a persuasion exercise that highlights the application of eight influence tactics identified by Yukl and Falbe (1990) as well as the four best practices of negotiation as described by Thompson (2015) and emphasize their application of these skills in two simulated scenarios.

This session’s active learning strategies are applicable in many situations outside the classroom and would be particularly useful in various industry negotiations. Presenters will also discuss their experience using these activities, including both successes and potential challenges.

Author(s):

Emily Tarr    
California State University San Marcos
United States

Kimberly McCarthy    
California State University San Marcos
United States