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Teaching (and learning) negotiation: is there still room for innovation ?

Author

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  • Claude Alavoine
  • Ferkan Kaplanseren
  • Frédéric Teulon

Abstract

Negotiation is often considered as an art requiring specific skills and competencies that can only be practiced by talented or gifted people. Therefore learning about negotiation could be considered useless as it necessitates a certain aptitude

Suggested Citation

  • Claude Alavoine & Ferkan Kaplanseren & Frédéric Teulon, 2014. "Teaching (and learning) negotiation: is there still room for innovation ?," Working Papers 2014-227, Department of Research, Ipag Business School.
    • Handle: RePEc:ipg:wpaper:2014-227
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    File URL: https://faculty-research.ipag.edu/wp-content/uploads/recherche/WP/IPAG_WP_2014_227.pdf
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    References listed on IDEAS

    as
    1. Ofir Turel & Yufei Yuan, 2008. "You can’t shake hands with clenched fists: potential effects of trust assessments on the adoption of e-negotiation services," Group Decision and Negotiation, Springer, vol. 17(2), pages 141-155, March.
    2. John Fayerweather & Ashok Kapoor, 1972. "Simulated International Business Negotiations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 3(1), pages 19-31, March.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    Negotiation; Pedagogy; Trust; Stakes; Power.;
    All these keywords.

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