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Lessons from Analogical Reasoning in the Teaching of Negotiation
Author(s) -
Gillespie James J.,
Thompson Leigh L.,
Loewenstein Jeffrey,
Gentner Dedre
Publication year - 1999
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.1999.tb00734.x
Subject(s) - analogical reasoning , negotiation , philosophy of law , cognitive science , psychology , epistemology , computer science , sociology , political science , social science , analogy , philosophy , law , comparative law
After two decades of spectacular growth in negotiation research, teaching, and application, it is appropriate to pause and consider how negotiators learn, a strikingly fundamental but infrequently examined issue. In this report, we present some initial and on‐going research and thinking on learning about negotiation skills, providing one view of the relationship between negotiation pedagogy and negotiation practice.