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A New Use for Practitioners in Teaching Negotiation

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This article examines the role that practitioners as guest lecturers have traditionally played in the teaching of negotiation. The authors argue that, as seen from the perspective of student learning, this traditional role has not utilized the practitioner's expertise and experience to an optimal degree. Because of this, they have redesigned the role of the practitioner as guest lecturer in their negotiation course. They describe this new role in some detail. Their goal is to encourage students to understand how and why integrative negotiation techniques can work beyond the classroom in what students call the “real world.”
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Keywords: distributive versus integrative negotiation; negotiation pedagogy; practitioners in the classroom

Document Type: Research Article

Publication date: 2007-04-01

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