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Moving Up: Positional Bargaining Revisited

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

18 Pages Posted: 8 Dec 2010  

Noam Ebner

Creighton University Graduate School - Department of Interdisciplinary Studies

Yael Efron

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

Date Written: June 1, 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.

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

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: https://ssrn.com/abstract=1721684

Noam Ebner (Contact Author)

Creighton University Graduate School - Department of Interdisciplinary Studies ( email )

2500 California Plaza
Omaha, NE 68178
United States

Yael Efron

Zefat Academic College - School of Law ( email )

11 Jerusalem St.
Zefat, 13206
Israel

Hebrew University - Faculty of Law ( email )

Mount Scopus, Jerusalem, 91905
Israel

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