Teaching negotiation strategies through agent-based modelling and simulation in online education
Abstract
Negotiation is a critical skill in business, engineering, and everyday life, yet teaching negotiation strategies can be challenging due to the complexity and dynamic nature of interactions. Modelling and simulation, particularly agent-based modelling (ABM), offers a powerful tool to support experiential and online learning in this context. This paper presents NegSim, an ABM developed using NetLogo, designed to help students explore, practise, and understand negotiation strategies in a simulated, interactive environment. The simulation allows learners to experiment with agent behaviours, visualise key negotiation concepts such as Best Alternative to a Negotiated Agreement (BATNA) and Zone of Possible Agreement (ZOPA), and observe the outcomes of distributive negotiation scenarios. The paper details the methodology for designing the simulation, integrating it into classroom instruction, and leveraging it as a pedagogical tool to enhance critical thinking, strategy development, and decision-making skills. This article is also included in The Business & Management Collection which can be accessed at https://hstalks.com/business/.
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Author's Biography
Dr Ipek Bozkurt, PhD, PMP, CPEM, is an Associate Professor and Director of the Engineering Management Program at the University of Houston–Clear Lake. She leads graduate and undergraduate programmes, including the Master’s in engineering management and multiple professional certificates. A PMP and a Certified Professional in Engineering Management (CPEM), Ipek is an active member of the Council of Engineering Management Academic Leaders (CEMAL) under the American Society for Engineering Management (ASEM). With nearly 20 years’ higher education experience, Ipek is actively involved in teaching, programme leadership, and professional engagement, with a research focus on engineering management education.
Citation
Bozkurt, Ipek (2026, September 1). Teaching negotiation strategies through agent-based modelling and simulation in online education. In the Advances in Online Education: A Peer-Reviewed Journal, Volume 5, Issue 1. https://doi.org/10.69554/JLXY7523.
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