This paper discusses new thinking emerging in the field of negotiation pedagogy. The past few years have seen shifts in three areas: course core content, teaching methods, and course interaction media. In addition to an introduction to each of these areas in flux, this paper provides a more...

The authors first review the research indicating that what most negotiating advice focuses on—what should be said or written, and how, and when—amounts to about 7% of communication. The other 93% is nonverbal....and is mostly ignored by proponents of better negotiation. They then set out to...

This chapter addresses a tool which has crept up on negotiators. Videoconferencing for negotiation was first hailed long ago with certain expectations: high quality video at high cost, to be used for negotiation between business teams in expensively equipped conference rooms. But now, these...

Negotiation research is pursued from the perspectives of a number of disciplines including psychology, organizational behavior, labor relations, decision sciences, game theory, communications, legal studies, international relations, public policy, and others. Added to these are best practices...

While certainly one of the most familiar modes for online communication, email is a constantly shifting entity. This chapter explores common pitfalls encountered in negotiating via email as well as advantages the medium offers, and offers best practices for negotiating through this communication...

Many of us picture negotiations as having a diplomatic or business context, and focusing on matters such as ending armed conflict or sealing multi-million dollar deals. In our minds, negotiations connote people in suits discuss weighty things.However, the literature on negotiation solidly agrees...