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

See all articles by Noam Ebner

Noam Ebner

Creighton University Heider College of Business

Adam J. Kamp

Hamline University - School of Law

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

Suggested Citation

Ebner, Noam and Kamp, Adam J., Relationship 2.0 (January 12, 2011). RETHINKING NEGOTIATION TEACHING, Vol. 2, VENTURING BEYOND THE CLASSROOM, C. Honeyman, J. Coben, G. DiPalo, eds., St Paul, MN: DRI Press , Available at SSRN: https://ssrn.com/abstract=1738828

Noam Ebner (Contact Author)

Creighton University Heider College of Business ( email )

2500 California Plaza
Omaha, NE 68178
United States

Adam J. Kamp

Hamline University - School of Law ( email )

1536 Hewitt Avenue
Saint Paul, MN 55104-1237
United States

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