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ERIC Number: EJ889939
Record Type: Journal
Publication Date: 2004-Apr
Pages: 4
Abstractor: ERIC
Reference Count: 0
ISBN: N/A
ISSN: ISSN-1740-4622
Bargaining Simulation: Applying Bargaining Plans and Strategies
Johnson, Danette Ifert
Communication Teacher, v18 n2 p57-60 Apr 2004
Bargaining is a topic addressed in many persuasion texts and represents an important application of persuasive communication principles. Students may encounter difficulty, however, understanding how abstract bargaining plans and strategies can be used in real-life situations. Alternatively, some students may believe bargaining is simply a matter of designing a plan and putting it into action without considering the interactive nature of bargaining interactions. This activity seeks to dispel these misconceptions by providing students with the opportunity to: (1) develop a bargaining plan; and (2) enact specific bargaining strategies during a simulation. Because the simulation is interactive by nature, students experience the need to adapt their plans to the emerging situation and discover some bargaining tactics may not be as effective as they had anticipated. The activity also allows students to apply other persuasive concepts (e.g., audience analysis, compliance gaining) learned in the course to the simulation. A list of references and suggested readings is included.
Routledge. Available from: Taylor & Francis, Ltd. 325 Chestnut Street Suite 800, Philadelphia, PA 19106. Tel: 800-354-1420; Fax: 215-625-2940; Web site: http://www.tandf.co.uk/journals
Publication Type: Journal Articles; Reports - Descriptive
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A