By Alan Cabelly, Ph.D.

The Fallsburg School Negotiations simulation provides students with the opportunity to negotiate a complex labor agreement in a relatively short period of time. This simulation has been extensively pretested. It has been used by one instructor in approximately 16 different negotiations classes with 300-400 students participating over a span of 10 years. Students have been both undergraduate business students and MBA students; the typical classroom setting has been a 2½-day workshop where the entire focus of the class is negotiation. An instructor’s manual and a student workbook are included here.