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ERIC Number: EJ916825
Record Type: Journal
Publication Date: 2010
Pages: 43
Abstractor: ERIC
Reference Count: 0
ISSN: ISSN-0896-5811
The Art of Negotiation: What the Twenty-First Century Business Student Should Know
McClendon, Bill; Burke, Debra D.; Willey, Lorrie
Journal of Legal Studies Education, v27 n2 p277-319 Sum-Fall 2010
Negotiation skills are vital for concluding international treaties on subjects ranging from arms agreements, and rights in outer space to trade agreements. Yet the importance of being able to negotiate effectively is not limited to international treaties or crises situations. Using negotiation exercises represents a student-centered approach to teaching content through active learning, in which students assume greater responsibility for their learning than the traditional lecture method of instruction. Additionally, negotiation exercises offer a unique opportunity to reinforce ethical principles and to introduce students to the concept of professionalism. While business law professors are well versed in the legal subject matter underlying conflicts that form the basis of negotiation exercises (such as contract or employment law), they may or may not be well versed in principles of negotiation. This article provides business law professors with a concise guide for students that can be used as an instructional tool prior to embarking on a negotiation simulation. It also provides a negotiation exercise that uses contemplative reflection to reinforce the lessons learned. The authors contend that there are ten basic components that structure an effective negotiation process and consequently form a negotiation instructional module that integrates ethical thought and professionalism. These components are not separate steps, but part of a dynamic whole, which will be discussed in three sections: Beginning the Process (Section II), Becoming More Skilled (Section III), and Being Persuasive (Section IV). (Contains 158 footnotes.)
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Publication Type: Journal Articles; Reports - Descriptive
Education Level: Higher Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A