文章基本信息

标题：The Impact Of A Collegiate Course In Bargaining And Negotiation On Students’ Perceptions Of Their Own And Others’ Attitudes And Behaviors: An Exploratory Study
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作者：Stuart E. Schafer ; Anthony P. Ammeter ; Delvin D. Hawley 等
期刊名称：American Journal of Business Education
电子版ISSN：1942-2512
出版年度：2011
卷号：4
期号：04
出版社：Clute Institute for Academic Research
摘要：This article presents a discussion of the importance of a course in bargaining and negotiation to university-level students in an accredited business school environment. In addition to discussing recommended content, pedagogy, and assessment methods, the results of a study that examines the impact of the course on students’ perceptions of skills, attitudes, and behaviors associated with effective negotiation is presented. The results of the study clearly demonstrate significant shifts in students’ perceptions regarding power, constructive dialogue, and the appropriate role and definition of “winning” in such bargaining and negotiation encounters.