NotesFAQContact Us
Search Tips
Peer reviewed Peer reviewed
PDF on ERIC Download full text
ERIC Number: EJ1053605
Record Type: Journal
Publication Date: 2014
Pages: 12
Abstractor: As Provided
ISSN: ISSN-1942-2504
Teaching, Technology, and the Art of the Deal
Schieberl, Jeffrey; Rainey, Michael; Palmer, Lynda
American Journal of Business Education, v7 n3 p245-256 2014
This paper illustrates a teaching innovation that took a traditional role playing exercise based on a case study and added some nuances that amplified the learning experience. The example illustrated in this paper was a didactic negotiation exercise intended to teach simple, basic negotiation principles like zone of possible agreement (ZOPA), opening gambit, and the "feel of the deal," but this innovation can be applied to many different types of interactive cases. Traditionally, an exercise like this is conducted in one class; however, in this case study, we enhanced the exercise by using two different classes in two different geographical locations taught by two different professors with different styles of teaching negotiation. Additionally, students had a choice of technology by which to perform the negotiation and technology was used to bring both classes together for a debriefing session. The end result was an exponential increase in the learning experience. Not only did the students accomplish the key learning objectives of the case, the negotiation principals, but they also were able to experience different negotiation styles taught by the two professors and experience the impact technology has on communication effectiveness.
Clute Institute. 6901 South Pierce Street Suite 239, Littleton, CO 80128. Tel: 303-904-4750; Fax: 303-978-0413; e-mail:; Web site:
Publication Type: Journal Articles; Reports - Evaluative; Tests/Questionnaires
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Location: California
Grant or Contract Numbers: N/A