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MOBTS 2023: 50th Anniversary Conference

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Activity/exercise: Claiming Value: Helping Students To Develop and Practice Distributive Negotiation Skills In The Classroom.

This activity is a practical distributive negotiation exercise and an active learning mode of learning that encourages students to develop and practicalize their distributive negotiation skills in the classroom. In this activity, each student negotiates by trading an item with peers in the classroom with the aim of achieving higher extra credits for himself/herself through the negotiation activity. For students negotiating an item, one student is tasked with selling the item for the highest amount possible (higher selling amounts are commensurate with higher extra credit points), while the other student is tasked with buying the item for as low as possible, (lower buying amounts are commensurate with higher extra credit points). Overall, the goal of each student in this negotiation exercise is to claim the highest extra points possible for himself/herself by selling or buying an item. Distributive negotiation is described as a zero-sum type of negotiation where the goal of each participant is to claim more value for himself/herself. Distributive negotiations often present win: lose situations where parties in the negotiation try to claim more value for themselves through the negotiation. Having discussed the theories and concepts associated with distributive negotiation in the classroom, (which include BATNAs, negotiation positions, closing negotiations, responding to hardball tactics, etc.) through this activity, students are guided to further develop and practice their distributive negotiation skills with peers. This activity seeks to guide MOBTS participants to further recognize the usefulness of learning by doing in negotiation classes. We also hope to share our experiences of using this negotiation activity with MOBTS conference participants and receive feedback on ways to improve the activity for more effective results in the future.

Olugbenga Adeyinka
Penn State University Brandywine
United States

Oluwatoyin Awoyinka
Southern New Hampshire University
United States


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