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3. 2026 Extension Risk Management Education National Conference

Beyond the Handshake: Learn Negotiation via Online Simulations and Modules

John P. Hewlett, Patrick Hatzenbuehler, Joel Schumacher, and Hernan A. Tejeda

Summary

Negotiation is a practical risk management skill addressing tighter agricultural margins and expanding land use options. Negotiation in Agriculture is a Western Sustainable Agriculture Research and Education (SARE)-funded initiative providing open-access teaching resources to help Extension and other educators build producer negotiation capacity. This concurrent session highlights tools released through late 2025 and shares facilitation lessons for local programming.
Participants will see the expanded Train-the-Trainer curriculum with modules on agricultural leases, solar and other renewable energy agreements, and public land grazing agreements. Attendees will experience Ag Negotiation Practice, a free, interactive online simulation featuring the Jennings Ranch Pasture Lease and the Jameson Family Farm Crop Lease. Learners receive immediate expert feedback, enabling high-stakes practice in a low-risk environment. Attendees will learn how to access the Moodle learning management system to download slide decks, teaching guides, quizzes, and facilitator notes.
We will also present participation counts and post-training evaluation results (learning and usefulness), along with usage analytics for the NIA website and the Ag Negotiation Practice pages. Emphasis is on educator-deliverable outcomes: clearer contract terms, fewer disputes, improved resource access, and stronger market bargaining.

Learning objectives:
• Explore Ag Negotiation Practice and implement scenario-based exercises for risk-free decision practice
• Identify key elements of the expanded leases curriculum, including renewable energy leases and public land grazing agreements
• Access the Moodle-based Train-the-Trainer system and download ready-to-use instructional and assessment materials

Details

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