Interactive Video Negotiator Training: A Preliminary Evaluation of the McGill Negotiation Simulator

Abstract

The authors investigated student reactions to an interactive video training program called the MCGILL NEGOTIATION SIMULATOR designed to teach negotiation skills using a sales negotiation scenario. They also determined whether the program increased learning of negotiation concepts, as measured by a pretest and posttest. The authors conducted two studies. In Study 1, undergraduate students taking a sales class used the SIMULATOR and demonstrated significant learning relative to a control group. Study 2 replicated the findings from Study 1 using a bargaining and negotiation class. Discussion focuses on the implications of the findings fromthe two studies on the use of interactive video to teach negotiation skills in the classroom.