World Championship in Negotiation?: The Role of Competitions in Negotiation Pedagogy

Negotiation Journal, Vol. 29, Nor. 3, pp. 355-369, 2013.

Posted: 31 Mar 2014

See all articles by Remigiusz Smolinski

Remigiusz Smolinski

Handelshochschule Leipzig (HHL) - Leipzig Graduate School of Management

Peter Kesting

Aarhus University - Department of Organization and Management

Date Written: 2013

Abstract

The last decade has seen the emergence of several new negotiation competitions around the world. We think the two major drivers of this development are a general trend toward the increasing internationalization of higher education and a recognition of the specific benefits of competitions for negotiation pedagogy. These benefits include: the high level of student commitment generated by participation in a competition, which enhances the quality of negotiation; the opportunity that the competitions give students to experience authentic cultural diversity; and the networking opportunities for students and instructors that the competitions create. This article focuses on the role that negotiation competitions can play in negotiation pedagogy. We first present an overview of the currently most important international negotiation competitions. This is followed by an outline of the specific benefits of negotiation competitions for pedagogy. We then take a closer look at the organization and outcome of negotiation competitions and discuss the opportunities for their development and growth.

Keywords: negotiation competition; negotiation pedagogy; negotiation teaching; cross-cultural negotiation; out-of-classroom education; networking

Suggested Citation

Smolinski, Remigiusz and Kesting, Peter, World Championship in Negotiation?: The Role of Competitions in Negotiation Pedagogy (2013). Negotiation Journal, Vol. 29, Nor. 3, pp. 355-369, 2013., Available at SSRN: https://ssrn.com/abstract=2418163

Remigiusz Smolinski (Contact Author)

Handelshochschule Leipzig (HHL) - Leipzig Graduate School of Management ( email )

Leipzig Graduate School of Management
Jahnallee 59
04015 Leipzig
Germany

Peter Kesting

Aarhus University - Department of Organization and Management ( email )

Fuglesangs Allé 4
Aarhus V, 8210
Denmark

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