Memorias de investigación
Communications at congresses:
Negotiation Games: Acquiring Skills by Playing
Year:2011

Research Areas
  • Civil engineering and architecture

Information
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.
International
No
Congress
Research in Engineering Education Symposium REES 2011
960
Place
Madrid
Reviewers
Si
ISBN/ISSN
978-84-695-2615-6
Start Date
04/10/2011
End Date
07/10/2011
From page
754
To page
208
Research in Engineering Education Symposium REES 2011
Participants

Research Group, Departaments and Institutes related
  • Creador: Grupo de Investigación: Proyectos y Calidad
  • Departamento: Ingeniería de Organización, Administración de Empresas y Estadística
  • Departamento: Mecánica Estructural y Construcciones Industriales