An entrepreneurial perspective on developing a negotiation simulator

Abstract

Motivated by the challenge of combining psychological theories and methods with high-tech gaming and simulating technology, a project was carried out to develop a simulator that could train people in the skill of negotiation. An analysis of the existing theory, interviews with experienced negotiators and observations of negotiation in action formed the basis for a User Centred Design process. Through the application of Contextual Design methods, traditional qualitative methods, and a Usability test, this process has currently resulted in the overall design of a training program and an early design prototype. This work is described in the following document. In addition this paper will add an exploratory perspective to the scarcely researched area of establishing a venture that is spun off from the university, with the goal to make it easier for other companies, students, and faculties to establish venture companies, by elaborating the process and the experiences connected to developing a venture spin-off at the university. The paper compares a case with four other university spin-offs, described through four different process theories; the life cycle, teleological, dialectic, and the evolutionary. The main findings indicate that the universities role for the spin-offs are varying but that the universities impact could inhibit the process through administrative formalities, and difficult tehnostructure.