Druckman, Daniel (2010) Frameworks, cases, and experiments: bridging theory with practice. International Negotiation: A Jounal of Theory and Practice, 15 (2). pp. 163-186. ISSN 1382-340X
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Identification Number or DOI: doi: 10.1163/157180610X506947
A theory-oriented approach to teaching and training about negotiation is discussed in this article. Following the flow of a course taught on several continents, I emphasize the value of conceptualizing about the negotiating experience. This is done with concepts, metaphors, frameworks, and research findings summarized in the form of a set of narratives. A series of exercises bring the concepts to life. These include the difference between negotiating values and interests, designing scenarios, and enacting the negotiating functions of analyst, strategist, and designer. Students are also given an opportunity to perform as negotiators and observers in a complex multi-issue negotiation involving security issues similar to those discussed recently between the U.S. and Iraq. They are provided with a research experience that entails coding selected peace agreements for distributive and procedural justice as well as for the durability of those agreements. Lessons learned are generated in de-briefings of the exercises. In a final class, students' insights, gained from comparative case analyses, are organized by the framework introduced during earlier classes.
|Item Type:||Article (Commonwealth Reporting Category C)|
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|Uncontrolled Keywords:||case analyses; frameworks; metaphors; negotiation training; negotiator functions; theory and practice|
|Fields of Research (FOR2008):||16 Studies in Human Society > 1606 Political Science > 160607 International Relations|
13 Education > 1399 Other Education > 139999 Education not elsewhere classified
20 Language, Communication and Culture > 2001 Communication and Media Studies > 200103 International and Development Communication
|Socio-Economic Objective (SEO2008):||C Society > 94 Law, Politics and Community Services > 9403 International Relations > 940399 International Relations not elsewhere classified|
|Deposited On:||15 Jan 2012 14:07|
|Last Modified:||07 Jan 2013 12:00|
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