Premium
BABO Negotiating: Enhancing Students’ Perspective‐Taking Skills
Author(s) -
Kidder Deborah L.
Publication year - 2017
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/nejo.12185
Subject(s) - negotiation , perspective (graphical) , terminology , class (philosophy) , perspective taking , process (computing) , knowledge management , psychology , computer science , public relations , social psychology , political science , linguistics , artificial intelligence , law , philosophy , empathy , operating system
Negotiation educators recognize that collaborative problem‐solving is a critical negotiation skill. Negotiation outcomes are often better when negotiators take a collaborative approach to the process, and they are better able to do this when they are able to take the perspective of the person with whom they are negotiating. Over the years, I have developed several techniques to help my students improve their collaboration and perspective‐taking skills. One of these techniques is to use collaborative terminology (BABO = both are better off) rather than more competitive language (win‐win). In this article, I describe the strategies I employ in my negotiation class to increase students’ perspective‐taking capacities and discuss how this focus enhances their ability to negotiate collaboratively.