Transcriptional regulation of the {\it neu\/} oncogene and its negative regulation by the c-{\it myc\/} oncogene

The first part of my research involved the characterization of the neu gene promoter. I subcloned a 2.2-kb sequence located upstream to the extreme 5$\sp\prime$ end of the neu gene, in front of the bacterial reporter gene, chloramphenicol acetyltransferase (CAT). Transfection of this construct into different cell lines and subsequent CAT assays demonstrated that this 2.2-kb fragment was functional as a promoter. A series of deletion constructs was engineered to study the contribution of different fragments to transcription. Subcloning of individual fragments was followed by a cotransfection competition experiment, which demonstrated the involvement of protein factors interacting with the promoter. A gel retardation assay was also performed to show the physical binding of protein factors to the promoter. The combined results suggested that both positively and negatively acting protein factors are involved in interacting with different regions of the promoter, contributing to the overall transcription activity. My findings provide an insight into the regulation of neu gene expression, which in turn provides the tools to understand the molecular mechanisms of overexpression of the neu gene in some breast cancer and ovarian cancer cell lines.^ In the second part of my research, I discovered that another oncogene, c-myc, was able to reverse the transformed morphology that was induced by the neu oncogene. Utilizing the promoter constructs that I made, I was able to show that the c-myc oncogene has a negative regulatory effect on the expression of the neu oncogene. Further studies suggested that c-myc is able to lower the effective concentration of a positive factor(s) that interact with a 139-bp fragment of the neu gene promoter. These findings may provide a direct evidence of the long suspected role of the c-myc gene in transcriptional regulation. The neu gene may very well be the first identified mammalian target gene that is regulated by the c-myc oncogene. Since c-myc is known to be stimulated by various mitogenic signals and the neu gene is likely to be a growth factor receptor, it is possible that c-myc, when stimulated by the signal transduction pathway of the neu gene, would function as a negative feedback regulator on the neu gene receptor. (Abstract shortened with permission of author.) ^

La organización territorial del movimiento de trabajadores desocupados Aníbal Verón del barrio Malvinas de la ciudad de La Plata

Este trabajo sintetiza los resultados de un estudio de campo realizado en la Organización Territorial del Movimiento de Trabajadores Desocupados Aníbal Verón del Barrio Malvinas de la ciudad de La Plata, entre el mes de Marzo del año 2003 (momento en el cual la Organización Territorial comienza sus actividades en el barrio y se incorpora, paulatinamente, al Movimiento de Trabajadores Desocupados Aníbal Verón) y los primeros meses del año 2005, cuando esta Organización conforma, junto a otras, el Frente Popular Darío Santillán. Los principales temas aquí desarrollados están relacionados, en principio, con la novedosa forma de participación político-comunitaria que insertó esta Organización Territorial en un barrio como Malvinas donde predominaban, desde hacía más de veinte años, formas de participación político-comunitarias de tipo clientelar. Otro de los temas aquí abordados está relacionado con los vínculos existentes entre la Organización Territorial y el Movimiento Regional. En esta trama vincular, se observó un desfasaje entre los criterios y acuerdos propuestos por el movimiento y las prácticas político-comunitarias llevadas adelante por la organización y los vecinos del barrio. Por último, en esta investigación también son centrales los distintos tipos de actores que interpretaban al movimiento de diferente manera. Aquí se observaron diversas formas de actuar, participar y comprometerse. En aquel momento, esto me llevó a proponer el armado de una tipología de participación de la que se desprende que la participación de los integrantes de la Organización Territorial del MTD Aníbal Verón del Barrio Malvinas, entre el año 2003 y 2005 era directa, inestable y complementaria. Lo que hacía que se fuera modificando con el propio devenir de la organización en movimiento. Es un trabajo más bien empírico y se nutrió por un lado, de datos obtenidos de entrevistas y observaciones realizadas para dos proyectos de extensión en los cuales participé y por otro, del trabajo de campo realizado entre el mes de Junio del año 2003 y Marzo del año 2005. El trabajo de campo constó de observaciones participantes y no participantes y, de entrevistas a los integrantes de la organización territorial. Entre el mes de octubre del año 2003 y el mes de enero del año 2004 realicé veinte entrevistas en profundidad. Para su realización se tomaron cuotas por sexo y edad hasta agotar información

La organización territorial del movimiento de trabajadores desocupados Aníbal Verón del barrio Malvinas de la ciudad de La Plata

Este trabajo sintetiza los resultados de un estudio de campo realizado en la Organización Territorial del Movimiento de Trabajadores Desocupados Aníbal Verón del Barrio Malvinas de la ciudad de La Plata, entre el mes de Marzo del año 2003 (momento en el cual la Organización Territorial comienza sus actividades en el barrio y se incorpora, paulatinamente, al Movimiento de Trabajadores Desocupados Aníbal Verón) y los primeros meses del año 2005, cuando esta Organización conforma, junto a otras, el Frente Popular Darío Santillán. Los principales temas aquí desarrollados están relacionados, en principio, con la novedosa forma de participación político-comunitaria que insertó esta Organización Territorial en un barrio como Malvinas donde predominaban, desde hacía más de veinte años, formas de participación político-comunitarias de tipo clientelar. Otro de los temas aquí abordados está relacionado con los vínculos existentes entre la Organización Territorial y el Movimiento Regional. En esta trama vincular, se observó un desfasaje entre los criterios y acuerdos propuestos por el movimiento y las prácticas político-comunitarias llevadas adelante por la organización y los vecinos del barrio. Por último, en esta investigación también son centrales los distintos tipos de actores que interpretaban al movimiento de diferente manera. Aquí se observaron diversas formas de actuar, participar y comprometerse. En aquel momento, esto me llevó a proponer el armado de una tipología de participación de la que se desprende que la participación de los integrantes de la Organización Territorial del MTD Aníbal Verón del Barrio Malvinas, entre el año 2003 y 2005 era directa, inestable y complementaria. Lo que hacía que se fuera modificando con el propio devenir de la organización en movimiento. Es un trabajo más bien empírico y se nutrió por un lado, de datos obtenidos de entrevistas y observaciones realizadas para dos proyectos de extensión en los cuales participé y por otro, del trabajo de campo realizado entre el mes de Junio del año 2003 y Marzo del año 2005. El trabajo de campo constó de observaciones participantes y no participantes y, de entrevistas a los integrantes de la organización territorial. Entre el mes de octubre del año 2003 y el mes de enero del año 2004 realicé veinte entrevistas en profundidad. Para su realización se tomaron cuotas por sexo y edad hasta agotar información

Calcareous nannofossil stratigraphy, nannofossil events and carbon isotopic ratios of ODP Leg 183 sites

Cores from Sites 1135, 1136, and 1138 of Ocean Drilling Program Leg 183 to the Kerguelen Plateau (KP) provide the most complete Paleocene and Eocene sections yet recovered from the southern Indian Ocean. These nannofossil-foraminifer oozes and chalks provide an opportunity to study southern high-latitude biostratigraphic and paleoceanographic events, which is the primary subject of this paper. In addition, a stable isotope profile was established across the Cretaceous/Tertiary (K/T) boundary at Site 1138. An apparently complete K/T boundary was recovered at Site 1138 in terms of assemblage succession, isotopic signature, and reworking of older (Cretaceous) nannofossil taxa. There is a significant color change, a negative carbon isotope shift, and nannofossil turnover. The placement of the boundary based on these criteria, however, is not in agreement with the available shipboard paleomagnetic stratigraphy. We await shore-based paleomagnetic study to confirm or deny those preliminary results. The Paleocene nannofossil assemblage is, in general, characteristic of the high latitudes with abundant Chiasmolithus, Prinsius, and Toweius. Placed in context with other Southern Ocean sites, the biogeography of Hornibrookina indicates the presence of some type of water mass boundary over the KP during the earliest Paleocene. This boundary disappeared by the late Paleocene, however, when there was an influx of warm-water discoasters, sphenoliths, and fasciculiths. This not only indicates that during much of the late Paleocene water temperatures were relatively equable, but preliminary floral and stable isotope analyses also indicate that a relatively complete record of the late Paleocene Thermal Maximum event was recovered at Site 1135. It was only at the beginning of the middle Eocene that water temperatures began to decline and the nannofossil assemblage became dominated by cool-water species while discoaster and sphenolith abundances and diversity were dramatically reduced. One new taxonomic combination is proposed, Heliolithus robustus Arney, Ladner, and Wise.

La organización territorial del movimiento de trabajadores desocupados Aníbal Verón del barrio Malvinas de la ciudad de La Plata

Este trabajo sintetiza los resultados de un estudio de campo realizado en la Organización Territorial del Movimiento de Trabajadores Desocupados Aníbal Verón del Barrio Malvinas de la ciudad de La Plata, entre el mes de Marzo del año 2003 (momento en el cual la Organización Territorial comienza sus actividades en el barrio y se incorpora, paulatinamente, al Movimiento de Trabajadores Desocupados Aníbal Verón) y los primeros meses del año 2005, cuando esta Organización conforma, junto a otras, el Frente Popular Darío Santillán. Los principales temas aquí desarrollados están relacionados, en principio, con la novedosa forma de participación político-comunitaria que insertó esta Organización Territorial en un barrio como Malvinas donde predominaban, desde hacía más de veinte años, formas de participación político-comunitarias de tipo clientelar. Otro de los temas aquí abordados está relacionado con los vínculos existentes entre la Organización Territorial y el Movimiento Regional. En esta trama vincular, se observó un desfasaje entre los criterios y acuerdos propuestos por el movimiento y las prácticas político-comunitarias llevadas adelante por la organización y los vecinos del barrio. Por último, en esta investigación también son centrales los distintos tipos de actores que interpretaban al movimiento de diferente manera. Aquí se observaron diversas formas de actuar, participar y comprometerse. En aquel momento, esto me llevó a proponer el armado de una tipología de participación de la que se desprende que la participación de los integrantes de la Organización Territorial del MTD Aníbal Verón del Barrio Malvinas, entre el año 2003 y 2005 era directa, inestable y complementaria. Lo que hacía que se fuera modificando con el propio devenir de la organización en movimiento. Es un trabajo más bien empírico y se nutrió por un lado, de datos obtenidos de entrevistas y observaciones realizadas para dos proyectos de extensión en los cuales participé y por otro, del trabajo de campo realizado entre el mes de Junio del año 2003 y Marzo del año 2005. El trabajo de campo constó de observaciones participantes y no participantes y, de entrevistas a los integrantes de la organización territorial. Entre el mes de octubre del año 2003 y el mes de enero del año 2004 realicé veinte entrevistas en profundidad. Para su realización se tomaron cuotas por sexo y edad hasta agotar información

Thermal reaction norms of growth in Atlantic and Pacific silverside fishes

How organisms may adapt to rising global temperatures is uncertain, but concepts can emerge from studying adaptive physiological trait variations across existing spatial climate gradients. Many ectotherms, particularly fish, have evolved increasing genetic growth capacities with latitude (i.e. countergradient variation (CnGV) in growth), which are thought to be an adaptation primarily to strong gradients in seasonality. In contrast, evolutionary responses to gradients in mean temperature are often assumed to involve an alternative mode, 'thermal adaptation'. We measured thermal growth reaction norms in Pacific silverside populations (Atherinops affinis) occurring across a weak latitudinal temperature gradient with invariant seasonality along the North American Pacific coast. Instead of thermal adaptation, we found novel evidence for CnGV in growth, suggesting that CnGV is a ubiquitous mode of reaction-norm evolution in ectotherms even in response to weak spatial and, by inference, temporal climate gradients. A novel, large-scale comparison between ecologically equivalent Pacific versus Atlantic silversides (Menidia menidia) revealed how closely growth CnGV patterns reflect their respective climate gradients. While steep growth reaction norms and increasing growth plasticity with latitude in M. menidia mimicked the strong, highly seasonal Atlantic coastal gradient, shallow reaction norms and much smaller, latitude-independent growth plasticity in A. affinis resembled the weak Pacific latitudinal temperature gradient.

Isotopic analyses of DSDP Hole 45-395A samples from veins containing gypsum (Table 1)

Gypsum and halite crystals, together with saponite and phillipsite, were found in a vein in a basalt sill 625 m below the sea floor at DSDP Site 395A, located 190 km west of the crest of the Mid-Atlantic Ridge. The delta34S value of the gypsum (+19.4?) indicates a seawater source for the sulfate. The delta18O values of the saponite (+19.9?) and phillipsite (+18.1?) indicate either formation from normal seawater at about 55°C or formation from delta18O-depleted seawater at a lower temperature. The gypsum (which could be secondary after anhydrite) was formed by reaction between Ca[2+] released from basalt and SO4[2-] in circulating seawater. The halite could have formed when water was consumed by hydration of basalt under conditions of extremely restricted circulation. A more probable mechanism is that the gypsum was originally precipitated as anhydrite at temperatures above 60°C. As the temperature dropped the anhydrite converted to gypsum. The conversion would consume water, which could cause halite precipitation, and would cause an increase in the volume of solids, which would plug the vein and prevent subsequent dissolution of the halite.

Seawater carbonate chemistry, stable carbon isotope fractionation and growth rate during experiments with marine phytoplankton community, 1999

Stable carbon isotope fractionation (%) of 7 marine phytoplankton species grown in different irradiance cycles was measured under nutrient-replete conditions at a high light intensity in batch cultures. Compared to experiments under continuous light, all species exhibited a significantly higher instantaneous growth rate (pi), defined as the rate of carbon fixation during the photo period, when cultivated at 12:12 h. 16:8 h, or 186 h light:dark (L/D) cycles. Isotopic fractionation by the diatoms Skeletonema costatum, Asterionella glacialis, Thalassiosira punctigera, and Coscinodiscus wailesii (Group I) was 4 to 6% lower in a 16:8 h L/D cycle than under continuous light, which we attribute to differences in pi. In contrast, E, in Phaeodactylum tn'cornutum, Thalassiosira weissflogii, and in the dinoflagellate Scrippsiella trochoidea (Group 11) was largely insensitive to day length-related differences in instantaneous growth rate. Since other studies have reported growth-rate dependent fractionation under N-limited conditions in P. tricornutum, pi-related effects on fractionation apparently depend on the factor controlling growth rate. We suggest that a general relationship between E, and pi/[C02,,,] may not exist. For 1 species of each group we tested the effect of variable CO2 concentration, [COz,,,], on isotopic fractionation. A decrease in [CO2,,,] from ca 26 to 3 pm01 kg-' caused a decrease in E, by less than 3%0 This indicates that variation in h in response to changes in day length has a similar or even greater effect on isotopic fractionation than [COz,,,] m some of the species tested. In both groups E, tended to be higher in smaller species at comparable growth rates. In 24 and 48 h time series the algal cells became progressively enriched in 13C during the day and the first hours of the dark period, followed by l3C depletion in the 2 h before beginning of the following Light period. The daily amplitude of the algal isotopic composition (613C), however, was <1.5%0, which demonstrates that diurnal variation in Fl3C is relatively small.

Colimitation of the unicellular photosynthetic diazotroph Crocosphaera watsonii by phosphorus, light, and carbon dioxide

We describe interactive effects of total phosphorus (total P = 0.1-4.0 µmol/L; added as H2NaPO4), irradiance (40 and 150 µmol quanta/m**2/s), and the partial pressure of carbon dioxide (P-CO2; 19 and 81 Pa, i.e., 190 and 800 ppm) on growth and CO2- and dinitrogen (N-2)-fixation rates of the unicellular N-2-fixing cyanobacterium Crocosphaera watsonii (WH0003) isolated from the Pacific Ocean near Hawaii. In semicontinuous cultures of C. watsonii, elevated P-CO2 positively affected growth and CO2- and N-2-fixation rates under high light. Under low light, elevated P-CO2 positively affected growth rates at all concentrations of P, but CO2- and N-2-fixation rates were affected by elevated P-CO2 only when P was low. In both high-light and low-light cultures, the total P requirements for growth and CO2- and N-2-fixation declined as P-CO2 increased. The minimum concentration (C-min) of total P and half-saturation constant (K-1/2) for growth and CO2- and N-2-fixation rates with respect to total P were reduced by 0.05 µmol/L as a function of elevated P-CO2. We speculate that low P requirements under high P-CO2 resulted from a lower energy demand associated with carbon-concentrating mechanisms in comparison with low-P-CO2 cultures. There was also a 0.10 µmol/L increase in C-min and K-1/2 for growth and N-2 fixation with respect to total P as a function of increasing light regardless of P-CO2 concentration. We speculate that cellular P concentrations are responsible for this shift through biodilution of cellular P and possibly cellular P uptake systems as a function of increasing light. Changing concentrations of P, CO2, and light have both positive and negative interactive effects on growth and CO2-, and N-2-fixation rates of unicellular oxygenic diazotrophs like C. watsonii.

Ecotoxicology of pesticides on natural enemies of olive groves. Potential of ecdysone agonists for controlling Bactrocera oleae (Rossi) (Diptera: Tephritidae)

Pesticide applications are still one of the most common control methods against the main olive grove pests and diseases: the olive fruit fly, Bactrocera oleae (Rossi), the olive moth, Prays oleae (Bernard), the black scale, Saissetia oleae (Olivier), and the olive leaf spot, caused by the fungus Spilocaea oleagina Fries. However, and because the new pesticide legislation is aimed at an integrated pest and disease management, it is still important to evaluate and to know the ecotoxicology of pesticides on the natural enemies of the different agrosystems. A part of this work has been focusses on evaluating the direct and indirect effects of kaolin particle films and two copper-based products (Bordeaux mixture and copper oxychloride) through different laboratory, extended laboratory and semi-field experiments. Two natural enemies have been chosen: Psyttalia concolor (Szèpligeti), a parasitoid of the olive fruit fly, and Chilocorus nigritus (F.), predator of Diaspididae. This predator has been used instead of C. bipustulatus (L.), which is the species found in olive orchards. Kaolin mainly acts as a repellent of insects and/or as an oviposition deterrent. It is used in olive groves to control the olive fruit fly and the olive moth. Copper is applied against fungal and bacterial diseases. In olive groves it is used against the olive leaf spot and other diseases. No statistical differences were found in any of the experiments performed, compared to the controls, except when the oral toxicity of the products was evaluated on P. concolor females. In this case, kaolin and copper oxychloride caused a higher mortality 72 hours after the treatments, and both kaolin and the two copper formulations decreased females’ life span. Reproductive parameters were only negatively affected when kaolin was ingested. Apart from these experiments, due to the uncommon mode of action of kaolin, two extra experiments were carried out: a dual choice and a no-choice experiment. In this case, both P. concolor females and C. nigritus adults showed a clear preference for the untreated surfaces when they had the possibility of choosing between a treated surface and an untreated one. When there was no choice, no statistical differences were found between the treatments and the controls. Furthermore, the efficacy and the selectivity of three insect growth regulators (methoxyfenozide, tebufenozide and RH-5849) on B. oleae and P. concolor, respectively, have also been evaluated. In addition to laboratory experiments to evaluate the toxicity of the insecticides, also molecular approaches were used. RNA of both insects was isolated. cDNA was subsequently synthesized and the complete sequences of the ligand biding domain (LBD) of the ecdysone receptor of each insect were then determined. Afterwards the three dimensional structures of both LBDs were constructed. Finally, the docking of the insecticide molecules in the cavity delineated by the 12 α-helix that composed the LBD was performed. Both toxicity assays and molecular docking approaches showed that either methoxyfenozide or tebufenozide had no negative effects nor on B. oleae nor on P. concolor. In contrast, RH-5849 had no deleterious effect to the parasitoid but decreased olive fruit fly adults’ life span, especially when they were in contact with the fresh residue of the insecticide applied on a glass surface. The docking study of RH-5849 molecule has shown a very light hindrance with the wall of the LBD pocket. This means that this molecule could more or less adjust in the cavity. Thus, searching of new insecticides for controlling the olive fruit fly could be based on the basic lead structure of RH-5849 molecule.

In-season calcium-spray formulations improve calcium balance and fruit quality traits of peach.

Experiments to evaluate the effect of in-season calcium (Ca) sprays on late-season peach (Prunus persica L. Batsch cv. Calrico) were carried out for a 2-year period. Calcium formulations (0.5% and 1.0% in 2008 and only 0.5% tested in 2009) supplied either as CaCl2 or Ca propionate in combination with two or three adjuvants (0.05% of the nonionic surfactants Tween 20 and Break Thru, and 0.5% carboxymethylcellulose, CMC) were sprayed four to five times over the growing season. Peach mesocarp and endocarp Ca concentrations were determined on a 15-day basis from the beginning of May until the end of June. Further tissue analyses were performed at harvest. A decreasing trend in fruit Ca concentrations over the growing season was always observed regardless of the Ca treatments. Both in 2008 and 2009, significant tissue Ca increments associated with the application of Ca-containing sprays in combination with adjuvants were only observed in June, which may be coincident with the period of pit hardening. In 2008, both at harvest and after cold storage, the total soluble-solids concentration (° Brix) of fruits supplied with Ca propionate (0.5% and 1.0% Ca) was always lower as compared to the rest of treatments. The application of multiple Ca-containing sprays increased firmness at harvest and after cold storage, especially when CaCl2 was the active ingredient used. Supplying the adjuvants Tween 20 and CMC increased fruit acidity both at harvest and after cold storage. Evaluation of the development of physiological disorders after cold storage (2 weeks at 0°C) indicated a lower susceptibility of Ca-treated fruits to internal browning. Fruits treated with multiple CaCl2-, CMC-, and Break Thru®-containing sprays during the growing season were significantly less prone to the development of chilling injuries as compared to untreated peaches.

'Enhancement of the crystallization process of TbxFe1-x thin films upon the formation of alpha-Tb phase'

TbxFe1−x thin films deposited by sputtering on Mo were investigated structurally and magnetically. The microstructure consists of TbFe2 nanoparticles embedded in an amorphous matrix, and the Tb content can be correlated with an increase in the volume of these nanoparticles. Similar microstructure and behavior were found when TbFe2 was deposited on glass and on a Pt buffer layer. Nevertheless, thermal treatments promote a different effect, depending on the mechanical stiffness of the buffer layer. The layers deposited on Mo, a rigid material, show crystalline TbFe2 together with α-Tb phase upon thermal treatment. In contrast, TbFe2 does not crystallize properly on Pt, a material with a lower stiffness than Mo. Intermediate results were observed on the film deposited on glass. Experimental results show the impact of the buffer stiffness on the crystallization process. Moreover, the formation of α-Tb appears to be fundamental to crystallized TbFe2 on layers deposited on rigid buffers

Environmental assay on the effect of poultry manure application on soil organisms in agroecosystems

This paper reports the effects produced on the organisms of the soil (plants, invertebrates and microorganisms), after the application of two types of poultry manure (sawdust and straw bed) on an agricultural land. The test was made using a terrestrial microcosm, Multi-Species Soil System (MS3) developed in INIA. There was no difference in the germination for any of the three species of plants considered in the study. The biomass was increased in the wheat (Triticum aestivum) coming from ground treated with both kinds of poultry manure. Oilseed rape (Brasica rapa) was not affected and regarding vetch (Vicia sativa) only straw poultry manure showed significant difference. For length only Vicia sativa was affected showing a reduction when straw was exposed to poultry manure. When the effect on invertebrates was studied, we observed a reduction in the number of worms during the test, especially from the ground control (13.7%), higher than in the ground with sawdust poultry manure (6.7%), whereas in the ground with straw poultry manure, there was no reduction. The biomass was affected and at the end of the test it was observed that while the reduction of worms in the ground control was about 48%, the number of those that were in the ground with sawdust poultry manure or straw poultry manure decreased by 41% and 22% respectively. Finally, the effects on microorganisms showed that the enzymatic activities: dehydrogenase (DH) and phosphatase and basal respiration rate increased at the beginning of the test, and the differences were statistically significant compared with the values of the control group. During the test, all these parameters decreased (except DH activities) but they were always higher than in the ground control. This is why it is possible to deduce that the contribution of poultry manure caused an improvement in the conditions of fertilization and also for the soil.

Determination of Dipyrone in pharmaceutical preparations based on the chemiluminescent reaction of the quinolinic hydrazide-H2O2-vanadium (IV) system and flow injection analysis

A rapid, economic and sensitive chemiluminescent method involving flow-injection analysis was developed for the determination of dipyrone in pharmaceutical preparations. The method is based on the chemiluminescent reaction between quinolinic hydrazide and hydrogen peroxide in a strongly alkaline medium, in which vanadium(IV) acts as a catalyst. Principal chemical and physical variables involved in the flow-injection system were optimized using a modified simplex method. The variations in the quantum yield observed when dipyrone was present in the reaction medium were used to determine the concentration of this compound. The proposed method requires no preconcentration steps and reliably quantifies dipyrone over the linear range 1–50 µg/mL. In addition, a sample throughput of 85 samples/h is possible. Copyright © 2011 John Wiley & Sons, Ltd.

Negotiation Games: Acquiring Skills by Playing

This paper shows the research done at the School of Industrial Engineers (ETSII) of the Technical University of Madrid (UPM), in two consecutive academic courses. In this negotiation game each team is formed by three students playing different roles, with a different degree of complexity. The game is played three different times changing the conditions and doing the Zones of Possible Agreement (ZOPA) smaller so the negotiation is going “harder” and it was more difficult for the team to achieve an agreement. Roles were distributed according to the student’s experience, since it was understood that difficulty of the roles was different, especially when there was set a time limit for negotiation. The combination of playing and training has shown that students without particularly good negotiating skills at the beginning of the experiment attained better final results than those who have natural negotiating skills, but no benefit of training.