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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.
Noam Ebner & Adam Kemp, Relationship 2.0, in Venturing Beyond the Classroom 371 (Christopher Honeyman, James Coben & Giuseppe De Palo eds., 2010).