Lessons from Analogical Reasoning in the Teaching of Negotiation |
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| Authors: | Gillespie James J Thompson Leigh L Loewenstein Jeffrey Gentner Dedre |
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| Institution: | (1) Kellogg Graduate School of Management at Northwestern University, Evanston, Ill, 60208;(2) J.L. and Helen Kellogg Distinguished Professor of Organization Behavior at the Kellogg Graduate School of Management at Northwestern University, Evanston, IL, 60208;(3) Northwestern University, Evanston, Ill, 60208;(4) Evanston, IL, 60208 |
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| Abstract: | After two decades of spectacular growth in negotiation research, teaching,and application, it is appropriate to pause and consider how negotiatorslearn, a strikingly fundamental but infrequently examined issue. In thisreport, we present some initial and on-going research and thinking onlearning about negotiation skills, providing one view of the relationshipbetween negotiation pedagogy and negotiation practice. |
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