Updating Negotiation Teaching Through the Use of Multimedia Tools

26 Pages Posted: 15 Apr 2002

See all articles by Alain Lempereur

Alain Lempereur

Brandeis University; PON at Harvard Law School


This paper shows how a relevant use of multimedia may help improve negotiation teaching, especially to better bridge the gaps between theory and practice, simulation and reality, and to deal with multiple perspectives which are needed, for example, in cross-cultural negotiations. The proposed approach calls for the use of different multimedia tools according to various pedagogical needs that are identified. In order to justify the use of multimedia, some of the limits of usual teaching approaches are presented. It is important to expose needs that are not met by the usual methods and how multimedia tools can fill this gap.

In the first part of the paper, the teaching methods of "doing, showing and telling" are exposed. Simulations, discussions, and theory summaries are discussed. Some pitfalls of these methods are expounded. They call for complementary teaching methods, using, for example, the potential of multimedia innovation. In the second part, four cases pertaining to the use of multimedia tools are presented and some possible advantages are illustrated.

Keywords: Teaching methods, negotiation learning, simulation, debriefing, negotiation reality, cross-cultural negotiation, email negotiation, videoconference, CD-ROM, extranet, community of learning, multimedia

Suggested Citation

Lempereur, Alain Pekar, Updating Negotiation Teaching Through the Use of Multimedia Tools. IACM 15th Annual Conference. Available at SSRN: https://ssrn.com/abstract=305201 or http://dx.doi.org/10.2139/ssrn.305201

Alain Pekar Lempereur (Contact Author)

Brandeis University ( email )

P.O. Box 549110/MS 035
415 South Street
Waltham, MA 02454
United States
7817363959 (Phone)

HOME PAGE: http://www.brandeis.edu/facguide/person.html?emplid=2ad222e6e8f285436139430fb7cad8fc69bb9a44

PON at Harvard Law School

Cambridge, MA 02138
United States

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