Manufacturers and Retailers: A Negotiation Game for Beginning Management Students

Abstract

For some time we have been experimenting at Clarkson College with simulation games for freshmen in our introductory course in business. Building up a good attitude towards future management courses is one of the chief objectives of the course. Other objectives, such as exposing the students to a variety of business problems and introducing them to the dynamic quality of inter-personal relationships in a business setting, are obviously well accomplished through simulation. However, it was the enthusiastic reception given to the games played in earlier years that led us to schedule a two-hour laboratory gaming period each week for the course this fall.