Innovation in Teaching Negotiation Towards a Relevant Use of Multimedia Tools

Abstract

This article examines four cases of innovation in teaching negotiation, developed mostly in France, that involve the intensive use of multimedia techniques. These tools address some of the shortcomings of current teaching methods discussed in earlier literature. The use of multimedia innovations seems to improve teaching the subject of negotiation by enabling instructors to better bridge the gaps between theory and practice, and simulation and reality. These innovations also facilitate multiple perspectives, which are needed in cross-cultural negotiations.

A Proposal for an Electronic Negotiation Platform for Tourism in Low-Density Regions: Characterizing a Functional Analysis and Prototype for the Douro Valley

“…An electronic trading system is a system that uses the Internet to facilitate, organize, support and/or automate trading activities [10,11]. This definition also includes all types of software capable of helping one or more negotiators or mediators, which includes email, chat [12,13], software that combines negotiation and bidding mechanisms [14], among others. Typically, these systems adopt a Web-based design and are deployed on the Internet [15].…”

“…According to Cao et al [16], the incorporation of complementary negotiation actions into the typical process of buying and selling through digital mechanisms has been the target not only of the attention of the scientific community [9,10], but also of organizations that see an opportunity to be able to buy products/services at a more costeffective price, and to be able to offer their customers the ability to negotiate/customize the product or service they are trying to acquire, and in real time get feedback on their proposals [12].…”

The Web–based Real Estate Multiple Criteria Negotiation Decision Support System: A New Generation of Decision Support Systems

“…It includes communication systems used in negotiations (e.g. e-mail, chats and video conferences) (Moore et al, 1999;Lempereur, 2004), other types of software used for communication and facilitation of negotiations (Yuan et al, 2003), automated negotiations and auctions (Beam et al, 1999;Jennings et al, 2001) and software which combines negotiations and auction mechanisms (Teich et al, 2001). The concept of an e-negotiation system was suggested to embrace all these systems (Bichler et al, 2003;Ströbel and Weinhardt, 2003;Kersten and Lai, 2007a).…”

Negotiation Support and E-negotiation Systems: An Overview

“…This includes email, chat, and streaming video used in negotiations (Moore et al 1999;Lempereur 2004), software used for communication and facilitation (Yuan et al 1998), automated negotiations and auctions (Beam and Segev 1997;Jennings et al 2001), and software that combines negotiation and auction mechanisms (Teich et al 2001). …”