Four Obstacles to Learning from Negotiation Simulations

Participants will learn from a simulation only if they buy into the premise of the game. The following are the most common obstacles to a successful interactive negotiation training:

1. Resistance to Hands on Learning

Some people, including many senior managers in American companies, find role-playing to be embarrassing or somehow beneath their dignity. This resistance is likely due in part to a fear of being seen in a less than flattering light by subordinates.

2. Missing the Big Picture

3. Difficulty Absorbing New Contexts

4. Fear of “Losing"

Read about each [HERE]

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Permalink Reply by John C. Turley on August 13, 2013 at 4:42pm

I agree with the above four points. Role playing may be awkward for some top executives. As far as the Big Picture is concerned, oftentimes it is difficult to relate the simulation to the real world. For example, falling out of a tree with a team to catch you below can be unsettling and a leap of faith in trusting your support team or other people. I also find that top executives are so competitive that there is a fear of losing the simulation.