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
Date Written: June 1, 2009
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: Suggested Citation