Abstract

http://ssrn.com/abstract=1721684
 
 

References (4)



 
 

Citations (1)



 


 



Moving Up: Positional Bargaining Revisited


Noam Ebner


Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution

Yael Efron


Zefat Academic College - School of Law; Hebrew University - Faculty of Law

June 1, 2009

RETHINKING NEGOTIATION TEACHING: INNOVATION TEACHING: INNOVATIONS FOR CONTEXT AND CULTURE, C. Honeyman, J. Coben & G. DiPalo, eds., St Paul, MN: DRI Press, 2009

Abstract:     
Somewhere along the way toward widespread of interest-based concepts, Ebner and Efron argue, the teaching of negotiation has lost something – a tough-minded focus on what to do when the pie can’t be enlarged, the competing interests of the parties are intense, and the bargaining zone is small. If we are going to teach our negotiators to succeed in real life, they contend, we are going to have to teach them to bargain. The authors offer a fully worked-out exercise to do just that.

Number of Pages in PDF File: 18

Keywords: negotiation, bargaining, simulation, Ebner, Efron, training

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Date posted: December 8, 2010  

Suggested Citation

Ebner, Noam and Efron, Yael, Moving Up: Positional Bargaining Revisited (June 1, 2009). RETHINKING NEGOTIATION TEACHING: INNOVATION TEACHING: INNOVATIONS FOR CONTEXT AND CULTURE, C. Honeyman, J. Coben & G. DiPalo, eds., St Paul, MN: DRI Press, 2009. Available at SSRN: http://ssrn.com/abstract=1721684

Contact Information

Noam Ebner (Contact Author)
Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution ( email )
2500 California Plaza
Omaha, NE 68178
United States
Yael Efron
Zefat Academic College - School of Law ( email )
Safed, 13206
Israel
Hebrew University - Faculty of Law ( email )
Mount Scopus, 91905
Israel
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