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ERIC Number: ED253911
Record Type: RIE
Publication Date: 1985
Pages: 16
Abstractor: N/A
Reference Count: 0
ISBN: N/A
ISSN: N/A
A Call for the Study of Negotiation.
Hunt, Ruth
Iowa Journal of Speech Communication, v17 n1 p20-34 Spr 1985
Since negotiations are continually taking place around the world, speech communication departments would be wise to update their curricular offerings by adding a course in negotiation theory and practice, or by supplementing courses with a unit in negotiation. An initial technique for introducing students to negotiation involves brainstorming. As a class or in groups, students could list examples of situations in which negotiation, in some form, frequently occurs. Next, they could examine recent situations in which they have personally negotiated, analyzing what occurred and why. The second step, incorporating both theory and practice, should examine four of the theoretical perspectives of negotiation: personality approach, the economic or learning model, strategic analysis, and process analysis. Students could examine research concerning each perspective and later incorporate those findings into their own negotiations. The third step involves the use of simulation to provide opportunities for practicing and developing the negotiation skills. Regardless of type of simulation used, the critical factor is the follow-up analyses in each negotiation so that students can relate their own verbal and nonverbal behaviors and the negotiation outcomes to the theories and principles already studied.(HOD)
Publication Type: Journal Articles; Guides - Classroom - Teacher
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers: Theory Practice Relationship