ERIC Number: EJ1317919
Record Type: Journal
Publication Date: 2021-Dec
Pages: 14
Abstractor: As Provided
ISBN: N/A
ISSN: ISSN-2379-2981
EISSN: N/A
Negotiating Quality and Productivity: An Experiential Exercise
Albright, Robert R.; Finn, Dale
Management Teaching Review, v6 n4 p361-374 Dec 2021
This article presents an active experiential exercise that requires participants to negotiate over scarce resources while assigned separate managerial responsibilities. Students explore concepts associated with integrative and distributive bargaining while engaging in a realistic workplace role-play. Students form pairs and assume the role of either: (1) a business line manager charged with product line production and profit/loss responsibilities; or (2) a corporate finance manager who is tasked with achieving overarching corporate financial goals. Both face budgetary pressures and feel great responsibility for the achievement of their individual departmental goals. Participants must negotiate with each other to attempt to come to some resolution. Teaching notes are provided. The exercise is designed for undergraduate students and can readily be used in courses such as Organizational Behavior, Negotiations, and Leadership.
Descriptors: Productivity, Undergraduate Students, Leadership Training, Active Learning, Experiential Learning, Management Development, Role Playing, Work Environment, Teaching Methods, Business Administration Education, Persuasive Discourse, Corporations, Finance Occupations, Budgets, Organizational Culture, Manufacturing, Conflict Resolution, Discussion (Teaching Technique)
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Publication Type: Journal Articles; Reports - Descriptive
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A