How to Learn to Negotiate: An Interactive University Teaching Concept in Negotiation Management from a Students’ Perspective

Publication Type

Contribution to conference

Authors

Jennifer Krieg, Lena Maier, Michael Schreiber

Year of publication

2017

Published in

Proceedings of the 17th International Conference on Group Decision and Negotiation

Conference name

17th International Conference on Group Decision and Negotiation

Conference location

Hohenheim

Teaching negotiation skills poses a twofold challenge to lecturers: Firstly, negotiation is inherently practical and thus requires teaching other than solely traditional lectures. Secondly, the way we negotiate is individual and thus teaching it to students should be done in a way that supports their individual learning and negotiation styles. In this paper, we discuss a novel and interactive course concept teaching negotiation skills at the University of Hohenheim from a students’ perspective. Based on an assessment of our own learning styles, we evaluate how the course’s unique structure and methodology caters to the students’ individual predispositions and helps them to achieve their learning goals effectively and efficiently.