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Rethinking Negotiation Teaching: Innovations for Context and Culture

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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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