Abstract
Negotiation skills are important for MBA graduates as they equip them with the ability to effectively communicate, influence, and close deals on positive notes. One of the most effective methods to motivate and actively engage participants in the negotiation learning process is through the use of business simulation games. This chapter presents an immersive negotiation simulation game embedded in the theme of the popular Harry Potter series. In this game, participants use immersive technologies such as augmented reality (AR), virtual reality (VR), and mixed reality (MR) to negotiate the selling price of magical products employing communication styles of select Harry Potter characters. By navigating learners through corporate scenarios using Harry Potter characters, the simulation aims to enhance the negotiation skills of the learners by focusing on skillful understanding of the communication styles of the opponents. The outcomes include learning to negotiate effectively; communicating in teams; understanding how, when, and where to use which communication style; managing conflicts; and resolving issues for problem-solving and decision-making. The simulation is in the beta testing stage and has yet to be translated in an immersive format.
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Appendices
Appendix A: Communication Styles (Bourne, 1995)
According to a book written by a psychologist by the name of Edmund J. Bourne Ph.D. titled The Anxiety and Phobia Workbook, there are five basic kinds of communication styles. They are submissive, aggressive, passive-aggressive, manipulative, and assertive (Table 12.1).
Appendix B: The Thomas–Kilmann Model
Two researchers, Kenneth Thomas and Ralph Kilmann proposed a methodology for settling arguments and disagreements. According to this model, a conflict arises anytime when there is a difference of opinion between individuals. It is possible that their views, beliefs, ideals, motives, or goals are at the root of the conflict. (Table 12.2).
Appendix C: A Short Note on BATNA Model
The BATNA model
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Chauhan, R., Mehra, P. (2024). Harry Potter and the OmniGlobe: Learning Negotiation and Communication Styles in an Immersive Simulation Environment. In: Heggde, G.S., Patra, S.K., Panda, R. (eds) Immersive Technology and Experiences. Palgrave Macmillan, Singapore. https://doi.org/10.1007/978-981-99-8834-1_12
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