Hi MED Division
Hope you are doing well. The PDW below is cosponsored with your division and may be of interest to you. Please let me know if you have any questions.
Thank you,
Michael Gross
Conflict Management Division, PDW-Chair
Sponsor(s): (CM, MED)
Scheduled: Friday, Aug 3, 2012 1:30pm-3:30pm at Boston Park Plaza in Franklin Room
Faithful or Fanciful? Transforming the negotiation classroom to facilitate critical learning
Presenter: Magid Mazen, Suffolk U.
Presenter: Suzanne C. de Janasz, IMD
"I win." For some, that's all that seems to matter in negotiations. This distributive view of negotiation, wherein the successful negotiator is the one who leaves the table with the biggest slice of the pie, is for some, the only way. This approach to winning, whether through questionable tactics or ruthless determination, leads to success in the short term but may damage a relationship, reputation or alliance. The integrative view of negotiation, focused on the relationship and characterized by longer-term, pie expanding (v. dividing), collaborative efforts, is the view extoled by best-selling authors Fisher and Ury and taught in various academic and commercial programs. However, since "nice guys finish last" is it realistic to think that students and executives can actually change their negotiating behaviors once the class ends? Can learners in a negotiation class get past their own conscious and unconscious behaviors that preclude learning new and different ways of negotiating while participating in a sterile and safe classroom environment...especially when the act of learning produces a defensive reaction to the loss of comfortable beliefs and habits? Does our negotiation instruction and approach encourage-and enable us to witness-real learning and behavior change, as oppose to surface changes or none at all? In this workshop, we provide a space for those who teach negotiation to discuss these dilemmas and how they impact the teaching and learning of negotiation. We will share our experiences and approaches in the classroom, and solicit the experiences and approaches from workshop participants.
Michael A. Gross, Ph.D.
Associate Professor of Management
College of Business
Rockwell Hall #219
Colorado State University
Fort Collins, CO 80523-1275
Office: (970) 491-6368
FAX: (970) 491-3522
E-mail: Michael.Gross@business.colostate.edu