Teaching the Basics of Negotiation in One Class

Autor/inn/en	Wertheim, Edward; Glick, Leonard; Larson, Barbara Zepp
Titel	Teaching the Basics of Negotiation in One Class
Quelle	In: Management Teaching Review, 4 (2019) 2, S.95-118 (24 Seiten) PDF als Volltext Verfügbarkeit
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	2379-2981
DOI	10.1177/2379298118758700
Schlagwörter	Teaching Methods; Persuasive Discourse; Advisory Committees; Nonprofit Organizations; Camps; Decision Making; Graduate Students; Undergraduate Students; Corporate Education; Salesmanship; Learning Processes; Purchasing; Real Estate; Case Method (Teaching Technique); Discussion (Teaching Technique); Business Administration Education; Massachusetts + Suchen Sie Ihr Suchwort? Teaching method; Lehrmethode; Unterrichtsmethode; Persuasion; Persuasive Kommunikation; Beratungsstelle; Nonprofit-Organisation; Decision-making; Entscheidungsfindung; Graduate Study; Student; Students; Aufbaustudium; Graduiertenstudium; Hauptstudium; Studentin; Learning process; Lernprozess; Beschaffungswesen; Kauf; Grundstück; Case method; Fallmethode; Master-Studiengang
Abstract	This interactive negotiation exercise was primarily developed for situations where only one or two sessions could be devoted to teaching negotiations. The exercise, which is conducted by the instructor with the whole class, involves a two-party negotiation that puts the students in the role of a board member for a nonprofit camp, negotiating with a prospective buyer whose positions are presented sequentially by the instructor. There are multiple decision points during the exercise, each of which requires students to recommend specific tactics or offer amounts. Students come out of the exercise with a greater understanding of the basics of negotiation including negotiation planning; when to make a first offer; how to determine goals, targets, and walkaways; ZOPA; reciprocity; anchoring; emotions; overcoming impasses; and distributive versus integrative negotiations. The exercise has been used in graduate, undergraduate, and executive education settings and is also well suited to a onetime presentation or a workshop. (As Provided).
Anmerkungen	SAGE Publications. 2455 Teller Road, Thousand Oaks, CA 91320. Tel: 800-818-7243; Tel: 805-499-9774; Fax: 800-583-2665; e-mail: journals@sagepub.com; Web site: http://sagepub.com
Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2020/1/01