Updating Negotiation Teaching Through the Use of Multimedia Tools

Lempereur, Alain

doi:10.2139/ssrn.305201

Cited by 5 publications

(8 citation statements)

References 6 publications

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“…Next, we sought to inject a sense of realism that can wane over the course of a semester as students in class get to know each other well (Lempereur 2002). As each semester progresses, and students tend to develop friendships and higher levels of comfort with each other, we often find that our simulations become more like friendly games for our students rather than exciting negotiations.…”

Section: Our Pedagogical Goalsmentioning

confidence: 99%

“…To further enhance the realism, we sought to reduce our direct influence on the process and outcomes. In other words, many negotiation instructors try to model the behavior of a principled negotiator in class by adopting a very cooperative approach in discussions (Lempereur 2002). Consequently, it seems likely that students negotiating in class may mimic this behavior.…”

Section: Our Pedagogical Goalsmentioning

confidence: 99%

“…Adding local language or geographic elements may enhance the realistic feel of the negotiation. Be strict with deadlines. Students who leave all the work until the last day/night may experience difficulty coordinating their schedules or coming to closure. Expect finger pointing and criticism of the “other” school's students (Lempereur 2002). Respond with respect for the other instructor and students, effectively modeling the most productive mindset for resolving complex, cross‐cultural differences.…”

Section: Running the Exercisementioning

confidence: 99%

“…Expect finger pointing and criticism of the “other” school's students (Lempereur 2002). Respond with respect for the other instructor and students, effectively modeling the most productive mindset for resolving complex, cross‐cultural differences.…”

Section: Running the Exercisementioning

confidence: 99%

“…Our students participate in the e‐mail negotiation before we discuss research on electronic communication. We find that learning is much richer for negotiation students when we follow an inductive approach of “involving, showing, and telling” where the first step is “simulation” (to involve students in negotiation simulations), the second step is “debriefing” (to interactively debrief the experience with the students, which may involve connection with theoretical concepts), and the final step is “summarizing” (to extend the debriefing to a discussion of how students' experiences relate to and reflect relevant theories) (Lempereur 2002: 17–18).…”

Section: Findings and Implicationsmentioning

confidence: 99%

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Electronic Negotiation: A Teaching Tool for Encouraging Student Self‐Reflection

Holtom¹,

Kenworthy²

2006

Negotiation Journal

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As the amount of negotiation taking place electronically increases, the responsibility of negotiation instructors to prepare students to successfully operate in electronic environments grows. We believe that skills related to electronic negotiation — like many other negotiation skills — are best taught by providing students opportunities to gain firsthand experience followed by self‐reflection. For the past five years, we have used an electronic negotiation exercise to allow students to personally experience the complexities associated with negotiations completed exclusively over the Internet. Further, with the use of e‐mail and instant messaging, a powerful record emerges: a complete transcript of the negotiation encounter. After describing the preparation and structure of this exercise, we explain how to harness the power of this vehicle to lead students to significant insights through self‐reflective activities.

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Section: Our Pedagogical Goalsmentioning

confidence: 99%

Section: Our Pedagogical Goalsmentioning

confidence: 99%

Section: Running the Exercisementioning

confidence: 99%

Section: Running the Exercisementioning

confidence: 99%

Section: Findings and Implicationsmentioning

confidence: 99%

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Electronic Negotiation: A Teaching Tool for Encouraging Student Self‐Reflection

Holtom¹,

Kenworthy²

2006

Negotiation Journal

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Protocols for Electronic Negotiation Systems: Theoretical Foundations and Design Issues

Kersten

Strecker

Law

2004

E-Commerce and Web Technologies

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Existing electronic negotiation systems (ENSs) typically implement a single, fixed negotiation protocol, which restricts their use to negotiation problems that were anticipated and established a priori by the system designers. The single-protocol restriction limits ENSs' applicability in experiments and in many real-life negotiation situations. ENSs that allow for the use of different protocols also allow for the customization to users' needs and abilities. We present theoretical foundations for the design of flexible and highly customizable protocol-driven ENSs. Our design enables researchers and negotiators to map negotiation activities onto system components and to construct their own negotiation protocols by creating a sequence of layout programs invoking components and rules.

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E-Commerce and Web Technologies

Bauknecht¹,

Tjoa²,

Quirchmayr³

2004

Lecture Notes in Computer Science

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is in its fifth year and very well established. As in the four previous years, it served as a forum to bring together researchers from academia and commercial developers from industry to discuss the current state of the art in e-commerce and Web technology. Inspirations and new ideas emerged from intensive discussions during formal sessions and social events.Keynote addresses, research presentations and discussions during the conference helped to further develop the exchange of ideas among the researchers, developers and practitioners present.The conference attracted 103 paper submissions and almost every paper was reviewed by three program committee members. The program committee selected 37 papers for presentation and publication, a task which was not easy due to the high quality of the submitted papers.We would like to express our thanks to our colleagues who helped with putting together the technical program: the program committee members and external reviewers for their timely and rigorous reviews of the papers, and the organizing committee for their help in the administrative work and support. We owe special thanks to Gabriela Wagner, Mirella Köster, and Birgit Hauer for their helping hands concerning the administrative and organizational tasks of this conference.Finally, we would like to thank all the authors who submitted papers, authors who presented papers, and the participants who together made this conference an intellectually stimulating event through their active contributions.We hope that those who attended enjoyed the hospitality of Zaragoza.

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Updating Negotiation Teaching Through the Use of Multimedia Tools

Cited by 5 publications

References 6 publications

Electronic Negotiation: A Teaching Tool for Encouraging Student Self‐Reflection

Electronic Negotiation: A Teaching Tool for Encouraging Student Self‐Reflection

Protocols for Electronic Negotiation Systems: Theoretical Foundations and Design Issues

E-Commerce and Web Technologies

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