Instructors Heed the Who: Designing Negotiation Training with the Learner in Mind

Roy J. Lewicki
Ohio State University (OSU) – Human Resource Research

Andrea Kupfer Schneider
Marquette University – Law School

October 12, 2010

VENTURING BEYOND THE CLASSROOM, Honeyman, Coben, DePalo, eds., 2010
Marquette Law School Legal Studies Paper No. 10-39

Abstract:

We argue that while our field has made great progress in determining what to teach and how to teach it in negotiation, there has been a surprising reluctance to make the move from “mass production” to “mass customization” that so many other industries have successfully adopted. “The Who” of our training has so far been addressed seriously, they surmise, by only an elite subgroup of trainers. They explain how this can and should change.

Instructors Heed the Who- Designing Negotiation Training with the Learner in Mind

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