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October 01 1996

Bridging the Gap Between Negotiating Experience and Analysis

Daniel Druckman

Daniel Druckman

Daniel Druckman is professor of conflict management at George Mason Universiy's Institute for Conflict Analysis and Resolution (ICAR), 4620 Chain Bridge Road, Fairfax, Virginia 22030‐4444. In additiona to teaching the course on negotiation processes (the subject of this article), he eaches courses on research methods in George Mason's doctoral program. Among recent projects, he just completed an analysis of diplomatic communications sent among the kingdoms during the Bronze Age.

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Author and Article Information

Daniel Druckman

Daniel Druckman is professor of conflict management at George Mason Universiy's Institute for Conflict Analysis and Resolution (ICAR), 4620 Chain Bridge Road, Fairfax, Virginia 22030‐4444. In additiona to teaching the course on negotiation processes (the subject of this article), he eaches courses on research methods in George Mason's doctoral program. Among recent projects, he just completed an analysis of diplomatic communications sent among the kingdoms during the Bronze Age.

First Publication: July 02 2007

Online ISSN: 1571-9979

Print ISSN: 0748-4526

© 1996 Plenum Publishing Corporation. Published under a Creative Commons Attribution-NonCommercial 4.0 International (CC BY-NC 4.0) license.

1996

Plenum Publishing Corporation

This is an open-access article distributed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License, which permits unrestricted use, distribution, and reproduction in any medium, provided the use is non-commercial and the original work is properly cited. For a full description of the license, please visit https://creativecommons.org/licenses/by-nc/4.0.

Negotiation Journal (1996) 12 (4): 371–383.

https://doi.org/10.1111/j.1571-9979.1996.tb00110.x

Abstract

This article describes a teaching approach aimed at helping students to develop the skills needed to understand the negotiation research literature as well as make them more sensitive observers of negotiation processes. The approach consists of moving from the students' specific experiences to a general framework which is used to analyze cases of international negotiation. Students then attempt to reconceptualize their experiences in terms of the framework's analytical categories. This approach is recommended as an alternative to role-play exercises for integrating experience and analysis in raduate courses on negotiation.

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This content is only available as a PDF.

© 1996 Plenum Publishing Corporation. Published under a Creative Commons Attribution-NonCommercial 4.0 International (CC BY-NC 4.0) license.

1996

Plenum Publishing Corporation

This is an open-access article distributed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License, which permits unrestricted use, distribution, and reproduction in any medium, provided the use is non-commercial and the original work is properly cited. For a full description of the license, please visit https://creativecommons.org/licenses/by-nc/4.0.