Hybrid negotiation simulations: how mixing fact and fiction can lead to a more comprehensive learning experience
European Journal of Training and Development
ISSN: 2046-9012
Article publication date: 28 March 2023
Issue publication date: 21 March 2024
Abstract
Purpose
The purpose of this paper is to describe an innovative approach to overcoming a common dilemma in designing negotiation simulations – that of situating a simulation in a real-life or fictitious context. This binary choice, which the authors call the negotiation designer’s dilemma, has profound implications for the types of learning activities and outcomes that can be integrated into the overall learning experience. As a way of overcoming the trade-offs inherent in this dilemma, the authors developed what they term hybrid simulations, which blend elements of fact and fiction in its contextual design in a particular way.
Design/methodology/approach
The authors were part of a negotiation simulation design team that used Design Thinking to understand the negotiation designer’s dilemma and to prototype and test a corresponding solution.
Findings
This paper demonstrates the benefits, potential applications and the how-to of hybrid simulations within the context of two such simulations the authors have designed at two different Swiss business schools. This paper concludes by discussing the potential and limitations for the application of hybrid simulations, as well as areas of potential further development.
Originality/value
The concept of a hybrid negotiation is a novel design trick that can be used in a variety of negotiation simulation contexts.
Keywords
Acknowledgements
The authors are grateful for the support of the HSLU-W IKM publication fund.
Citation
Gutmann, M., Jentges, E. and MacKevett, D. (2024), "Hybrid negotiation simulations: how mixing fact and fiction can lead to a more comprehensive learning experience", European Journal of Training and Development, Vol. 48 No. 3/4, pp. 393-406. https://doi.org/10.1108/EJTD-11-2022-0132
Publisher
:Emerald Publishing Limited
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