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From Restaurants to Board Rooms: How Initiating Negotiations Teaches Management Principles and Theory

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...

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Bibliographic Details
Published in:Journal of management education 2016-02, Vol.40 (1), p.76-101
Main Authors: Volkema, Roger J., Kapoutsis, Ilias
Format: Article
Language:English
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Summary: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.
ISSN:1052-5629
1552-6658
DOI:10.1177/1052562915600202