Simulating Negotiations in an Educational Context

Abstract

This paper reports a recently developed computer simulation specifically designed to familiarize users with major issues and successful techniques in bargaining. The behavior of the computer simulated opponent is governed by a model of bargaining based in large part on the theoretical works of Schelling, Zeuthen, Pen, Cross, Walton and McKersie. NEGOTIATE is an interactive computer simulation of labor negotiations in the public sector. The purposes for its development were: 1) research 2) instruction and 3) decision analysis. It creates an experiential learning environment by simulating the behavior of a bargaining opponent where the strategic responses of the opponent are consistent with certain theories of bargaining.