Abstract
After two decades of spectacular growth in negotiation research, teaching,and application, it is appropriate to pause and consider how negotiatorslearn, a strikingly fundamental but infrequently examined issue. In thisreport, we present some initial and on-going research and thinking onlearning about negotiation skills, providing one view of the relationshipbetween negotiation pedagogy and negotiation practice.
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Gillespie, J.J., Thompson, L.L., Loewenstein, J. et al. Lessons from Analogical Reasoning in the Teaching of Negotiation. Negotiation Journal 15, 363–371 (1999). https://doi.org/10.1023/A:1007505905655
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DOI: https://doi.org/10.1023/A:1007505905655