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ERIC Number: EJ889320
Record Type: Journal
Publication Date: 2005-Jan
Pages: 4
Abstractor: ERIC
Reference Count: 0
ISSN: ISSN-1740-4622
Computer-Based Collaborative Negotiation: The Appleby House Case
McCorkle, Suzanne; Reese, Melanie J.
Communication Teacher, v19 n1 p19-22 Jan 2005
Creating a forum for conflict management students to conceptualize and implement collaborative negotiation techniques can be difficult to manage during classroom time. A computer-based simulation assigned in conjunction with in-class activities offers three distinct advantages for students who are beginning negotiators: (1) classroom time may be saved for other activities; (2) the exercise may be conducted as a real-time or asynchronous time assignment; and (3) a written text of the exercise is available for a thorough analysis so that students may see the consequences of their chosen strategies and tactics. This article presents a computer-mediated exercise which offers a reflective opportunity for students who participate in this activity. In this activity, students will analyze the Appleby House Negotiation case from the perspective of their assigned role and think about how they will act during the negotiation. Specific appraisal points for a written analysis may include the student's ability to: (1) correctly identify competitive and mutual gains tactics; (2) correctly identify attempts to discover interests, or the lack thereof; (3) differentiate between statements of position and statements of interests; (4) analyze the impact of interest-based or positional bargaining on the negotiation outcome; and (5) analyze the relationship between specific tactics and the negotiation outcome. A list of references and suggested readings is included. (Contains 1 note.)
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Publication Type: Journal Articles; Reports - Descriptive
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A