A View through the Bubble: Some Insights from Teaching Negotiation Online

Abstract

The teaching of negotiation in an online context is not only possible, but surprisingly provides a number of opportunities that the traditional face‐to‐face classroom setting lacks. The author, drawing on his practical experience over the past few years, puts forth suggestions for preparing and teaching negotiation online. After explaining the preparation and structure of the course, the author offers six core insights to consider when teaching negotiation in this context.

Teaching Negotiations in the New Millennium: Evidence‐Based Recommendations for Online Course Delivery

“…In addition, many business schools have recently started modifying traditional teaching strategies to appeal to a more computer‐connected student body. For example, business cases are being taught online (Rollag ), negotiation courses are using blogs as online journals in which students can reflect on simulations and other class activities (Macduff , ), and in some instances entire negotiation courses are being taught virtually (Weiss ).…”

“…In addition, few articles have specifically examined the teaching of negotiation over the Internet, leaving instructors to develop techniques mostly on their own. Those who have examined teaching negotiation classes, or parts of classes, online (e.g., McKersie and Fonstad ; Weiss ) report that it requires a great deal of time and coordination to be successful. Another significant challenge, Joshua Weiss pointed out, is the “lack of direct interpersonal interaction with the students” (Weiss : 78).…”

“…Those who have examined teaching negotiation classes, or parts of classes, online (e.g., McKersie and Fonstad ; Weiss ) report that it requires a great deal of time and coordination to be successful. Another significant challenge, Joshua Weiss pointed out, is the “lack of direct interpersonal interaction with the students” (Weiss : 78). Other challenges include the difficulties of fostering a sense of community, of choosing appropriate role plays or simulations for an online format, of holding students' attention, and of keeping instructions simple and clear (McKersie and Fonstad ; Weiss ).…”

“…Another significant challenge, Joshua Weiss pointed out, is the “lack of direct interpersonal interaction with the students” (Weiss : 78). Other challenges include the difficulties of fostering a sense of community, of choosing appropriate role plays or simulations for an online format, of holding students' attention, and of keeping instructions simple and clear (McKersie and Fonstad ; Weiss ). Also, quality and quantity of discussion board postings can be difficult to moderate (Rollag ).…”

Case Study

“…Today, there are many methods to train negotiation, including simulations, discussions, assemblies, videos and internet negotiations (Bobot 2007;Gardner 1993;McKersie & Fonstad 1997;Lempereur 2002;Weiss 2005;Manwaring 2006;Wheeler 2006), but simulations are among the most prevalent teaching methods. Generally, simulations model a complex process or reality.…”