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Investicom: An Investor Negotiation Simulation
Payal Mehra
Indian Institute of Management Lucknow, India
Volume 11: 2018, pp. 105-118; ABSTRACT
One of the challenges faced by business management instructors is bridging the gap between the classroom and the workplace. For example, students would like a more realistic explanation of the concept of two-way communication, and how collaboration is achieved in spite of underlying conflicts. This led the author to create an exercise designed to help students relate to complex communication scenarios such as, business plan presentation and negotiation. The paper presents an exercise, “InvestiCom”, a face to face, scorable, time limited negotiation simulation, which business management instructors and corporate trainers can use to teach communication and negotiation skills to their students/participants. The author has used the exercise with both practicing managers and students, with positive feedback. Included in this paper for the users’ benefit are the following: (a) the exercise “InvestiCom” including instructions, scoring sheets and a questionnaire, and (b) notes for facilitating the debriefing discussion.
