Department of Management

Peter Kesting

World championship in negotiation? The role of competitions in negotiation pedagogy

Research output: Contribution to journal/Conference contribution in journal/Contribution to newspaperJournal articleResearchpeer-review

The last decade has seen the emergence of several new negotiation
competitions around the world.We think the two major drivers of this
development are a general trend toward the increasing internationalization
of higher education and a recognition of the specific benefits of
competitions for negotiation pedagogy.These benefits include: the high
level of student commitment generated by participation in a competition,
which enhances the quality of negotiation; the opportunity that
the competitions give students to experience authentic cultural diversity;
and the networking opportunities for students and instructors
that the competitions create.This article focuses on the role that negotiation
competitions can play in negotiation pedagogy. We first present
an overview of the currently most important international negotiation
competitions.This is followed by an outline of the specific benefits
of negotiation competitions for pedagogy.We then take a closer look at
the organization and outcome of negotiation competitions and
discuss the opportunities for their development and growth.
Original languageEnglish
JournalNegotiation Journal
Pages (from-to)355-369
Publication statusPublished - Jul 2013

    Research areas

  • negotiation competition, negotiation pedagogy, negotiation teaching, cross-cultural negotiation, out-of-classroom education, networking

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