Abstract

To help instructors teach students the meaning of negotiations, and to help students understand the different types of negotiations, we developed the “Negotiate to Survive” activity. In this activity, students work in teams to participate in both distributive and integrative negotiations, in an effort to help them understand the difference between the two. Statistical results show both that the activity helped students understand the difference between the two negotiation types and that they enjoyed participating in it. Student comments support the statistical results.

中文翻译：

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为了生存而进行的谈判：这是一种有助于培养学生对谈判的理解的练习

摘要

为了帮助讲师教给学生谈判的意义，并帮助学生了解谈判的不同类型，我们开展了“生存谈判”活动。在这项活动中，学生们以团队合作的方式参加分配式谈判和综合谈判，以帮助他们了解两者之间的区别。统计结果表明，该活动帮助学生理解了两种谈判类型之间的区别，并且他们很喜欢参与其中。学生评论支持统计结果。