Rethinking Negotiation Teaching
Rethinking Negotiation Teaching is the first of four volumes of the Rethinking Negotiation Teaching project. Edited by Christopher Honeyman, James Coben and Giuseppe De Palo and with dozens of contributing authors, this volume is one of two major products from the first year of the project. Honeyman, Coben and De Palo are also guest editors of the April 2009 edition of Harvard's Negotiation Journal, a special issue with nine articles drawn from this initiative.
Published 2012 by DRI Press, an imprint of the Dispute Resolution Institute at Hamline University School of Law, the book is available from Amazon.com (directly via this link, with free shipping); with the generous financial support of the JAMS Foundation, the book is also available free in PDF format, below.
Translations in Mandarin and Arabic are also without charge.
Copyright: We encourage teachers to use any chapters in your teaching and training. There is no charge provided that copies are distributed at or below cost, you notify the publisher (email@example.com) that you are using the material and describe the context, and you provide attribution as follows: Copyright 2012 DRI Press, Hamline University School of Law, Author and Chapter Title.
I. The Big Picture
1. Introduction: The Second Generation of Negotiation Teaching
Christopher Honeyman, James Coben & Giuseppe De Palo
2. Negotiation as a Post-Modern Process
Kenneth H. Fox
3. Finding Common Ground in the Soil of Culture
Phyllis E. Bernard
4. Reflective Practice in the New Millennium
Michelle LeBaron & Mario Patera
II. New Subjects for a New Age
5. I'm Curious: Can We Teach Curiosity?
6. Negotiating Your Public Identity: Women's Path to Power
Catherine H. Tinsley, Sandra I. Cheldelin, Andrea Kupfer Schneider & Emily T. Amanatullah
7. You've Got Agreement: Negoti@ting via Email
Noam Ebner, Anita D. Bhappu, Jennifer Gerarda Brown, Kimberlee K. Kovach & Andrea Kupfer Schneider
8. Addressing Partisan Perceptions
Jennifer Gerarda Brown
9. Negotiation Nimbleness When Cultural Differences are Unidentified
Maria R. Volpe & Jack J. Cambria
10. Culture – The Body/Soul Connector in Negotiation Ethics
Jacqueline Nolan-Haley & Ewa Gmurzynska
11. The Psychology of Giving and its Effect on Negotiation
Habib Chamoun & Randy Hazlett
12. Designing Heuristics: Hybrid Computational Models for Teaching the Negotiation of Complex Contracts
Gregory Todd Jones
III. Redesigning Methods
13. Death of the Role-Play
Nadja Alexander & Michelle Le Baron
14. Negotiating Learning Environments
Melissa Nelken, Bobbi McAdoo & Melissa Manwaring
15. Online Communication Technology and Relational Development
Anita D. Bhappu, Noam Ebner, Sandra Kaufman & Nancy Welsh
IV. Templates and Tools
16. Moving Up: Positional Bargaining Revisited
Noam Ebner & Yael Efron
17. What Really Happened in the Negotiation?
18. Cultural Baggage When You "Win As Much As You Can"
Julia Ann Gold
V. Preparing for the "Innocents Abroad"
19. Outward Bound to Other Cultures: Seven Guidelines
20. Minimizing Communication Barriers
Joseph B. Stulberg, Maria Pilar Canedo Arrillaga & Dana Potockova
21. We Came, We Trained, But Did It Matter?
Lynn Cohn, Ranse Howell, Kimberlee K. Kovach, Andrew Lee & Helena de Backer
22. Culture, Cognition and Learning Preferences
Kimberlee K. Kovach
The Committee to Make the Students Learn