Negotiating Classroom Process: Lessons from Adult Learning

Learning by doing is standard fare in negotiation courses across disciplines, and techniques such as learning contracts, self-reflective essays, and small-group work are commonly used. In addition, teachers must resist the temptation to "teach the canon" without regard to the needs, interests, and concerns of the students in the room. Learner-centered education requires that teachers build from the beliefs and preconceptions that students bring to the classroom, including their cultural beliefs and norms about conflict resolution, some of which may be at odds with the North American canon. A discussion-based approach to teaching not only engages students more actively in the learning process but also models many of the skills negotiation teachers seek to develop in their student-negotiators.     

Is Teaching Negotiation Too Easy,Too Hard,or Both?

Teaching negotiation is easy because teachers and students find the topic fun, interesting, and relevant, which makes most negotiation courses well received. At the same time, teachers may underestimate the challenges in getting their students to think and behave differently in negotiation, which can make it difficult to teach it well. The author examines three teaching challenges in particular: dealing with ethical issues, addressing power imbalances (including those implicated by gender and racial differences), and putting theory into practice in the form of real-world behavior change. This piece is an adaptation of the keynote address that the author delivered on November 14, 2005 at the PON-IRENE conference, New Trends in Negotiation Teaching: Toward a Transatlantic Network , in Cergy, France.     

Managing the Goal-Setting Paradox: How to Get Better Results from High Goals and Be Happy

Many negotiation teachers share the same tip early on: negotiators who set higher goals "do better." It turns out that one of the most empirically supported "truths" about negotiation comes with a big "but." Negotiators who set higher goals are likely to feel worse. In other words, negotiators who set optimistic goals are likely to obtain better objective outcomes but worse subjective outcomes.
We call this empirical finding the "goal-setting paradox." This article considers sources of and explanations for the goal-setting paradox and suggests how negotiators and negotiation teachers may better manage this paradox through mindfulness and other techniques.     

The Cognitive Demands of a Negotiation Curriculum: What Does It Mean to “Get”Getting to YES?

A leading theory of human development — constructive-developmental theory — posits that people make meaning in qualitatively different ways through the course of their lives and that their meaning-making capacities continue to evolve even in adulthood. This article begins with a brief introduction to constructive-developmental theory, including its roots in Jean Piaget's work on child development and Robert Kegan's more recent work on adult development. The author then explores the different ways in which students at different developmental stages might make sense of the same negotiation concepts. The article discusses some implications of these diverse understandings for negotiation teachers in terms of goal setting, evaluation, teaching methods, and transformational learning. It then concludes with a suggestion for more research on the connections between constructive–developmentalism and negotiation pedagogy.     

What Is Training All About?

This article compares "training" to "education" generally and, specifically, with respect to the question of how this distinction plays a role in teaching negotiation and the possible emergence of a "second generation" of negotiation theory and practice.     

A New Use for Practitioners in Teaching Negotiation

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."     

New Problem-Solving Scholarship: An Historical Tale with a Happy Ending

The teaching of negotiation in law, business, and other professional schools has greatly increased over the last quarter-century. The author sets the stage for a review of two negotiation texts and an educational video by opening with an historical overview of the development of negotiation pedagogy, which has been informed by scholars from many different academic disciplines. Teaching negotiation in law schools (which have a long tradition of the case method style of teaching, which often encourages an energetic but adversarial approach to problem solving) is still relatively new. The two texts and the educational video examined in this essay offer lessons in a wide angle approach to negotiation, which includes (among many other useful topics): ideas fundamental to theory and practice; social and emotional considerations; the role of cultural and gender difference; relationships between principals and representatives; differences among various types of ADR; and applications of various forms of negotiation in many different contexts.     

New Technology Meets an Old Teaching Challenge: Using Digital Video Recordings, Annotation Software, and Deliberate Practice Techniques to Improve Student Negotiation Skills

There is a world of difference between teaching negotiation theory, which pertains to conceptual understanding, and teaching negotiation skills, which pertain to actual behavior in real‐world situations. The principle of reflective practice is widely used for theoretical instruction. Deliberate practice, however, is a more powerful model for skills training. Cognitive scientists have discovered that subjects will learn skills best when they perform well‐defined tasks at appropriate levels of difficulty, and when they are given immediate feedback, an opportunity to correct their errors, and an opportunity to practice until the tasks become routine. To satisfy the deliberate practice conditions for large graduate‐level negotiation courses (some as large as seventy students), students were assigned to use webcams with their laptop computers to video record their negotiation exercises. Before each exercise, students were assigned to prepare for and to concentrate on performing two or three well‐defined tasks. Students reviewed these recordings and commented on their performances in a journal before uploading the videos and journals to an assigned network folder. The instructor and teaching assistants then reviewed the journals and specified portions of the videos and provided individual written feedback to the students. The instructors found that student negotiating skills have improved significantly using this new system. In comparison with earlier semesters, students also felt they were involved in a more intense and personal learning experience. A majority of students reported they intend to apply the principles of deliberate practice in their professional lives after graduation. The authors have found this method continues to challenge their ability to identify and describe the skills used by expert negotiators. As an addition to this new methodology, two of the authors have spearheaded the development of video annotation software, known as “MediaNotes,” to help students and instructors review, comment upon, and learn from video recordings of negotiations. Based on their experiences using the software to support deliberate practice, the authors expect this tool to initiate a significant advance in our ability to recognize and describe expert negotiation behavior and in students’ ability to improve their negotiating skills.     

Improvisation and Teaching Negotiation: Developing Three Essential Skills

The notion of an adaptable negotiator, who can respond to any situation he or she encounters, resonates with every negotiation expert. Unexpected things happen in negotiation, and negotiators must be able to adapt in fleet and effective ways. Dealing with the unexpected, responding “in the moment,” and adapting effectively to sudden changes — these are the skills of an improvisational artist, and they are effective skills for negotiators to learn. How can improvisational skills be taught to negotiation students so that they will be able to draw upon these skills in the heat of a negotiation or mediation? By bringing together teachers of improvisation in various disciplines, we explored how improvisation is currently applied and taught in theater, business, and psychotherapy. We then developed some ideas about ways in which teachers of negotiation might begin to incorporate improvisation as part of the negotiation lesson plan.     

Service-Learning and Negotiation: Engaging Students in Real-World Projects That Make a Difference

In recent years, the normative approach to teaching negotation (i.e., using a combination of lectures, case discussions, and simulation exercises) has been under scrutiny. Calls for change stem from the need to increase the real-world applicability of our courses. The author presents service-learning as a potential pedagogical solution. In doing so, she addresses the fit between service-learning and recent calls for change in teaching negotiation; discusses issues related to student learning, course design, and faculty member involvement; and provides sample reflections from past service-learning negotiation students.     

Bridging the gap between negotiating experience and analysis

This article describes a teaching approach aimed at helping students to develop the skills needed to understand the negotiation research literature as well as make them more sensitive observers of negotiation processes. The approach consists of moving from the students' specific experiences to a general framework which is used to analyze cases of international negotiation. Students then attempt to reconceptualize their experiences in terms of the framework's analytical categories. This approach is recommended as an alternative to role-play exercises for integrating experience and analysis in graduate courses on negotiation.In addition to teaching the course on negotiation processes (the subject of this article), he teaches courses on research methods in George Mason's doctoral program. Among recent projects, he just completed an analysis of diplomatic communications sent among the kingdoms during the Bronze Age.     

Transplanting Active Learning Abroad: Creating a Stimulating Negotiation Pedagogy Across Cultural Divides

For all of the ongoing attention paid by international relations scholars to reevaluating and improving their pedagogy, the effort to engage classes in new and productive ways can be exceptionally challenging when a western professor travels to a non-western society to teach advanced students. Professor Michael Fowler here explores the use of active-learning techniques in teaching international negotiation and conflict resolution abroad. Drawing especially on the author's experiences in working with officials in Laos and Vietnam, the article provides guidance for fashioning an effective active-learning course abroad, while referencing useful literature on negotiation teaching and scholarship. It assumes that certain readers will not be familiar with active-learning methods, but might want to incorporate them into future courses, and that others will be well-versed in this pedagogy, but will be looking to apply their customary techniques to the new circumstances of teaching advanced students abroad. This article includes material of interest to both groups.     

Managing the negotiation agenda

Conclusion The agenda is one of the main structural elements of negotiation, in addition to such questions as site, identification of participants, and elements of timing. Together, they answer the who, what, when, and where questions. As with other aspects of negotiation, the agenda can be used either manipulatively to enhance leverage or to improve the prospects for agreement and the possibilities for mutual gain. In most cases, it will be used both ways, reflecting the nature of negotiation as a mixed-motive situation.Although it can be instrumental to volunteer as a sole source to write the agenda, in most cases it becomes a joint activity to construct a consensual basis for subsequent negotiation. In these situations, agenda-building becomes one of the pre-negotiation activities that set the tone for the relationship (Saunders, 1985). In other situations, the parties may engage in actual negotiation without a formal or written agenda. When this occurs, the risks and uncertainties may be high but the party who appreciates the importance of the informal agenda has a tremendous advantage.Whether one plans it or not, during the course of negotiation the parties will discuss a finite set of issues in some sequence and from a particular perceptual framework. Consciousness of the universality and centrality of the agenda is prerequisite to guiding negotiation to a successful conclusion. William R. Pendergast is Associate Dean at Boston University's Metropolitan College, 755 Commonwealth Ave., Boston, Mass. 02215, where he teaches graduate courses and executive development seminars on negotiation. He is preparing research on power and influence, and on strategic choice in negotiation.     

In Search of Master Negotiators: A Negotiation Competency Model

Over the last four decades, the field of negotiation has become a fully recognized academic discipline around the world and negotiation courses and competitions have become increasingly popular. Although it is believed that negotiators may be trained and that negotiation is a skill that can be taught and evaluated, the question of how to assess negotiation performance systematically and comprehensively remains largely unanswered. This article proposes a negotiation competency model for evaluating negotiation performance. The model includes a set of selected negotiation competencies together with proficiency levels and their behavioral indicators. Our goal is to help scholars design more effective negotiation courses and fairer negotiation competitions, improve negotiation pedagogy, and train negotiators who are well prepared to handle conflicts in our increasingly complex society.     

Bargaining Styles and Negotiation: The Thomas-Kilmann Conflict Mode Instrument in Negotiation Training

Many negotiation courses and executive training programs cover the subject of bargaining styles. The Thomas-Kilmann Conflict Mode Instrument (TKI) is a commonly used psychological assessment tool that helps students and teachers probe this topic. The TKI measures the five conflict management facets proposed by the Dual Concerns Model: competing, collaborating, compromising, accommodating, and avoiding. The author has used the TKI extensively in teaching executives about bargaining styles, and discusses the strengths and weaknesses of it as a teaching aid. He also presents research on the frequency with which various TKI scores are reported in business programs. Finally, he provides thumbnail sketches of typical bargaining behavior exhibited by people with very strong and very weak predispositions for each of the five conflict modes. Some implications of these behaviors for specific professional audiences are explored.     

Supplemental Joint Brainstorming: Navigating Past the Perils of Traditional Bargaining

Though decision makers in many domains use bargaining as their primary approach to negotiation, it has limited efficacy in multi-issue, nonquantifiable transactions. Nevertheless, many negotiators use back-and-forth bargaining rather than other approaches. The author explicates reasons for this choice and describes supplemental joint brainstorming, an innovative strategy to supplement the institutionally-entrenched bargaining approach to negotiation with interest-based negotiation.     

A View through the Bubble: Some Insights from Teaching Negotiation Online

The teaching of negotiation in an online context is not only possible, but surprisingly provides a number of opportunities that the traditional face-to-face classroom setting lacks. The author, drawing on his practical experience over the past few years, puts forth suggestions for preparing and teaching negotiation online. After explaining the preparation and structure of the course, the author offers six core insights to consider when teaching negotiation in this context.     

Defining Success in Negotiation and Other Dispute Resolution Training

This article describes three types of negotiation courses and asks what range of goals is usually achieved in such courses from the overlapping perspectives of organizers, teachers, and participants. It then translates Benjamin Bloom's categories of educational goals into aspirational goals for any negotiation course.