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A New Use for Practitioners in Teaching Negotiation
Author(s) -
Groth Brian Ibbotson,
Glevoll Sølvi
Publication year - 2007
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.1571-9979.2007.00135.x
Subject(s) - negotiation , perspective (graphical) , work (physics) , psychology , pedagogy , engineering ethics , public relations , medical education , sociology , computer science , political science , medicine , engineering , social science , mechanical engineering , artificial intelligence
This article examines the role that practitioners as guest lecturers have traditionally played in the teaching of negotiation. The authors argue that, as seen from the perspective of student learning, this traditional role has not utilized the practitioner's expertise and experience to an optimal degree. Because of this, they have redesigned the role of the practitioner as guest lecturer in their negotiation course. They describe this new role in some detail. Their goal is to encourage students to understand how and why integrative negotiation techniques can work beyond the classroom in what students call the “real world.”