Though negotiations are an imperative aspect of business dealing, most university students do not receive the necessary training to acquire adequate skills in this area. Role plays are a suggested teaching tool to enhance the learning experience by creating an environment that more closely resembles life situations. The business plan negotiation uses this to assist students in gaining experience in the area of business negotiations. The negotiation is involves students playing as a startup IT company, trying to negotiate funding from venture capitalists. The negotiation adds their experience with the observations of other students and experienced negotiators.
|Place of Publication||Eindhoven|
|Publisher||Technische Universiteit Eindhoven|
|Number of pages||25|
|Publication status||Published - 2003|
|Name||ECIS working paper series|
Ulijn, J. M., Robertson, S. A., & O'Duill, M. (2003). Teaching business plan negotiation : how to foster entrepreneurship with engineering students. (ECIS working paper series; Vol. 200313). Technische Universiteit Eindhoven.