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ERIC Number: EJ1056582
Record Type: Journal
Publication Date: 2011
Pages: 10
Abstractor: As Provided
ISSN: ISSN-1942-2504
The Impact of a Collegiate Course in Bargaining and Negotiation on Students' Perceptions of Their Own and Others' Attitudes and Behaviors: An Exploratory Study
Schafer, Stuart E.; Ammeter, Anthony P.; Hawley, Delvin D.; Garner, Bart L.
American Journal of Business Education, v4 n4 p31-40 2011
This article presents a discussion of the importance of a course in bargaining and negotiation to university-level students in an accredited business school environment. In addition to discussing recommended content, pedagogy, and assessment methods, the results of a study that examines the impact of the course on students' perceptions of skills, attitudes, and behaviors associated with effective negotiation is presented. The results of the study clearly demonstrate significant shifts in students' perceptions regarding power, constructive dialogue, and the appropriate role and definition of "winning" in such bargaining and negotiation encounters. [A bibliography is included.]
Clute Institute. 6901 South Pierce Street Suite 239, Littleton, CO 80128. Tel: 303-904-4750; Fax: 303-978-0413; e-mail:; Web site:
Publication Type: Journal Articles; Reports - Research
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A