From Restaurants to Board Rooms
| Autor: | Ilias Kapoutsis, Roger J. Volkema |
|---|---|
| Rok vydání: | 2015 |
| Předmět: |
Management development
business.industry Teaching method media_common.quotation_subject 05 social sciences 050109 social psychology Interpersonal communication Public relations General Business Management and Accounting Experiential learning Education Negotiation Critical thinking Problem-based learning 0502 economics and business Pedagogy 0501 psychology and cognitive sciences Management principles business Psychology 050203 business & management media_common |
| Zdroj: | Journal of Management Education. 40:76-101 |
| ISSN: | 1552-6658 1052-5629 |
| DOI: | 10.1177/1052562915600202 |
| Popis: | 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. |
| Databáze: | OpenAIRE |
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