Relationship 2.0
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Authors
Ebner, Noam
Kemp, Adam
Issue Date
2010
Type
Book, Section
Language
Keywords
Alternative Title
Abstract
Ebner and Kamp examine the treatment of relationships in typical negotiation teaching, and conclude that critics of our field and its doctrines have a point: in several ways, our doctrines set students up for failure when dealing with "hard" bargainers, because of a tension that is not only unresolved but unadmitted. The authors argue that the first thing needed is for teachers to be transparent about "relationship doctrine" - because actually doing something different is going to be a daunting task. They go on to explain why.
Description
Citation
Noam Ebner & Adam Kemp, Relationship 2.0, in Venturing Beyond the Classroom 371 (Christopher Honeyman, James Coben & Giuseppe De Palo eds., 2010).
Publisher
DRI Press