Evolution of Teaching Negotiation: The Legacy of Walton and McKersie

People have been negotiating since time immemorial. Negotiation, in this sense, is the process of arriving at commitment to a course of action in cases in which the parties entered the conversation without consensus -- or, alternatively, in which neither party had the power to impose a decision. Ind...

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Bibliographic Details
Published in:Negotiation journal 2015-10, Vol.31 (4), p.465-476
Main Authors: Greenhalgh, Leonard, Lewicki, Roy J.
Format: Article
Language:English
Subjects:
Law schools
Negotiations
Teaching
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Summary:People have been negotiating since time immemorial. Negotiation, in this sense, is the process of arriving at commitment to a course of action in cases in which the parties entered the conversation without consensus -- or, alternatively, in which neither party had the power to impose a decision. Indeed, one can imagine cave-dwellers negotiating whether to hunt for a wooly mammoth (which is dangerous) or set up a fishing weir (which is cold and wet). Clubbing a dissenter into submission was not a viable alternative to negotiation because it eliminated one person from the food-gathering party -- but it probably happened more often than it should have. So negotiation has always been important, but it hasn't always been formally taught. Some of the component skills have been pondered and promulgated for millennia. Law schools faced a different challenge. Negotiation in its various forms fell under the category of alternative dispute resolution.
ISSN:0748-4526
1571-9979
DOI:10.1111/nejo.12130