IDEAS home Printed from https://ideas.repec.org/p/ipg/wpaper/2014-227.html
   My bibliography  Save this paper

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

Author

Listed:
  • 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
    as

    Download full text from publisher

    File URL: https://faculty-research.ipag.edu/wp-content/uploads/recherche/WP/IPAG_WP_2014_227.pdf
    Download Restriction: no
    ---><---

    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)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. repec:ipg:wpaper:2014-524 is not listed on IDEAS
    2. repec:ipg:wpaper:2014-536 is not listed on IDEAS
    3. repec:ipg:wpaper:2014-519 is not listed on IDEAS
    4. repec:ipg:wpaper:2014-506 is not listed on IDEAS
    5. repec:ipg:wpaper:2014-501 is not listed on IDEAS
    6. repec:ipg:wpaper:2014-400 is not listed on IDEAS
    7. repec:ipg:wpaper:2014-573 is not listed on IDEAS
    8. repec:ipg:wpaper:2014-362 is not listed on IDEAS
    9. repec:ipg:wpaper:2014-532 is not listed on IDEAS
    10. repec:ipg:wpaper:2014-497 is not listed on IDEAS
    11. repec:ipg:wpaper:2014-525 is not listed on IDEAS
    12. repec:ipg:wpaper:2014-517 is not listed on IDEAS
    13. repec:ipg:wpaper:2014-499 is not listed on IDEAS
    14. repec:ipg:wpaper:2014-472 is not listed on IDEAS
    15. repec:ipg:wpaper:2014-537 is not listed on IDEAS
    16. repec:ipg:wpaper:2014-399 is not listed on IDEAS

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Claude Alavoine, 2014. "Gender Issues About Negotiation: A different perception of the most important driving forces?," Working Papers 2014-407, Department of Research, Ipag Business School.
    2. Bo Yu & Gregory E. Kersten & Rustam Vahidov, 2022. "An experimental examination of credible information disclosure, perception of fairness, and intention to do business in online multi-bilateral negotiations," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(1), pages 217-237, March.
    3. Gert Jan Hofstede & Catholijn M. Jonker & Tim Verwaart & Neil Yorke-Smith, 2019. "The Lemon Car Game Across Cultures: Evidence of Relational Rationality," Group Decision and Negotiation, Springer, vol. 28(5), pages 849-877, October.

    More about this item

    Keywords

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

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ipg:wpaper:2014-227. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Ingmar Schumacher (email available below). General contact details of provider: https://edirc.repec.org/data/ipagpfr.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.