Instructors Heed the Who: Designing Negotiation Training with the Learner in Mind

VENTURING BEYOND THE CLASSROOM, Honeyman, Coben, DePalo, eds., 2010

Marquette Law School Legal Studies Paper No. 10-39

18 Pages Posted: 13 Oct 2010 Last revised: 20 Oct 2010

See all articles by Roy J. Lewicki

Roy J. Lewicki

Ohio State University (OSU) - Human Resource Research

Andrea Kupfer Schneider

Marquette University - Law School

Date Written: October 12, 2010

Abstract

We argue that while our field has made great progress in determining what to teach and how to teach it in negotiation, there has been a surprising reluctance to make the move from “mass production” to “mass customization” that so many other industries have successfully adopted. “The Who” of our training has so far been addressed seriously, they surmise, by only an elite subgroup of trainers. They explain how this can and should change.

Keywords: negotiation, training, pedagogy, audience

Suggested Citation

Lewicki, Roy J. and Schneider, Andrea Kupfer, Instructors Heed the Who: Designing Negotiation Training with the Learner in Mind (October 12, 2010). VENTURING BEYOND THE CLASSROOM, Honeyman, Coben, DePalo, eds., 2010, Marquette Law School Legal Studies Paper No. 10-39, Available at SSRN: https://ssrn.com/abstract=1691265

Roy J. Lewicki (Contact Author)

Ohio State University (OSU) - Human Resource Research ( email )

700 Fisher Hall
2100 Neil Avenue
Columbus, OH 43210-1144
United States
614-292-0258 (Phone)
614-488-0546 (Fax)

Andrea Kupfer Schneider

Marquette University - Law School ( email )

Eckstein Hall
P.O. Box 1881
Milwaukee, WI 53201
United States

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