Relationship 2.0
RETHINKING NEGOTIATION TEACHING, Vol. 2, VENTURING BEYOND THE CLASSROOM, C. Honeyman, J. Coben, G. DiPalo, eds., St Paul, MN: DRI Press
33 Pages Posted: 13 Jan 2011
Date Written: January 12, 2011
Abstract
Ebner and Kamp examine the treatment of relationships in typical negotiation teaching, and conclude that critics of our field and its doctrines have a point: in several ways, our doctrines set students up for failure when dealing with "hard" bargainers, because of a tension that is not only unresolved but unadmitted. The authors argue that the first thing needed is for teachers to be transparent about "relationship doctrine" - because actually doing something different is going to be a daunting task. They go on to explain why.
Keywords: Negotiation, pedagogy, relationship, bargaining, Dual Concerns, Bargaining Styles, Getting to Yes
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