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ERIC Number: EJ1085974
Record Type: Journal
Publication Date: 2016-Feb
Pages: 26
Abstractor: As Provided
ISBN: N/A
ISSN: ISSN-1052-5629
From Restaurants to Board Rooms: How Initiating Negotiations Teaches Management Principles and Theory
Volkema, Roger J.; Kapoutsis, Ilias
Journal of Management Education, v40 n1 p76-101 Feb 2016
Negotiation is an interpersonal process common to everyday personal and professional success. Yet individuals often fail to recognize opportunities for initiating negotiations and the immediate and long-term implications of these oversights for themselves and others. This article describes a simple yet rich negotiation exercise that learners can undertake outside the classroom in a familiar and highly accessible setting, an exercise that offers insights into and reinforcement of principles and theories from the individual (e.g., perception, personality, motivation), interpersonal/group (e.g., communication media, group dynamics, power), and organizational/environmental (e.g., design/structure, ethics) dimensions of organizational behavior and management. The application of these and other lessons to negotiations across organizational levels are offered, along with specific observations from learners of the parallels to asking one's boss for a raise.
SAGE Publications. 2455 Teller Road, Thousand Oaks, CA 91320. Tel: 800-818-7243; Tel: 805-499-9774; Fax: 800-583-2665; e-mail: journals@sagepub.com; Web site: http://sagepub.com
Publication Type: Journal Articles; Reports - Descriptive
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A