Second Generation-Rethinking Negotiation Teaching

Rethinking Negotiation Teaching: Innovations for Context and Culture  is published by DRI Press, an imprint of the Dispute Resolution Institute at Hamline University School of Law, with generous financial support of the JAMS foundation. The first edition is available from May 2009 at Amazon.com and bookstores everywhere.

Library of Congress Control Number: 2009928184

ISBN 978-1-4414-9477-1.

List Price: $26.00.  

Individual chapters may be viewed in PDF format below.

Copyright:  Feel free to use the chapters in your teaching and training. There is no charge for use in your teaching or training provided that copies are distributed at or below cost, you notify us (spress01@hamline.edu) that you are using the material and describe the context, and you provide attribution as follows: Copyright 2009 DRI Press, Hamline University School of Law, Author and Chapter Title.

 

 

 

 

Table Of Contents

 

 

	Acknowledgments	vi
I.	The Big Picture
1	Introduction: The Second Generation of Negotiation Teaching Christopher Honeyman, James Coben & Giuseppe De Palo	1
2	Negotiation as a Post-Modern Process Kenneth H. Fox	13
3	Finding Common Ground in the Soil of Culture Phyllis E. Bernard	29
4	Reflective Practice in the New Millennium Michelle LeBaron & Mario Patera	45
II.	New Subjects for a New Age
5	I'm Curious: Can We Teach Curiosity? Chris Guthrie	63
6	Negotiating Your Public Identity: Women's Path to Power Catherine H. Tinsley, Sandra I. Cheldelin, Andrea Kupfer Schneider & Emily T. Amanatullah	71
7	You've Got Agreement: Negoti@ting via Email Noam Ebner, Anita D. Bhappu, Jennifer Gerarda Brown, Kimberlee K. Kovach & Andrea Kupfer Schneider	89
8	Addressing Partisan Perceptions Jennifer Gerarda Brown	115
9	Negotiation Nimbleness When Cultural Differences are Unidentified Maria R. Volpe & Jack J. Cambria	123
10	Culture – The Body/Soul Connector in Negotiation Ethics Jacqueline Nolan-Haley & Ewa Gmurzynska	139
11	The Psychology of Giving and its Effect on Negotiation Habib Chamoun & Randy Hazlett	151
12	Designing Heuristics: Hybrid Computational Models for Teaching the Negotiation of Complex Contracts Gregory Todd Jones	167
III.	Redesigning Methods
13	Death of the Role-Play Nadja Alexander & Michelle Le Baron	179
14	Negotiating Learning Environments Melissa Nelken, Bobbi McAdoo & Melissa Manwaring	199
15	Online Communication Technology and Relational Development Anita D. Bhappu, Noam Ebner, Sandra Kaufman & Nancy Welsh	239
IV.	Templates and Tools
16	Moving Up: Positional Bargaining Revisited Noam Ebner & Yael Efron	251
17	What Really Happened in the Negotiation? David Matz	269
18	Cultural Baggage When You "Win As Much As You Can" Julia Ann Gold	281
V.	Preparing for the "Innocents Abroad"
19	Outward Bound to Other Cultures: Seven Guidelines Harold Abramson	293
20	Minimizing Communication Barriers Joseph B. Stulberg, Maria Pilar Canedo Arrillaga & Dana Potockova	315
21	We Came, We Trained, But Did It Matter? Lynn Cohn, Ranse Howell, Kimberlee K. Kovach, Andrew Lee & Helena de Backer	329
22	Culture, Cognition and Learning Preferences Kimberlee K. Kovach	343
VI.	Epilogue
	The Committee to Make the Students Learn John Wade	357
	Editor Bios
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