The Impact Of A Collegiate Course In Bargaining And Negotiation On Students Perceptions Of Their Own And Others Attitudes And Behaviors: An Exploratory Study

Abstract

This article presents a discussion of the importance of a course in bargaining and negotiation to university-level students in an accredited business school environment. In addition to discussing recommended content, pedagogy, and assessment methods, the results of a study that examines the impact of the course on students perceptions of skills, attitudes, and behaviors associated with effective negotiation is presented. The results of the study clearly demonstrate significant shifts in students perceptions regarding power, constructive dialogue, and the appropriate role and definition of winning in such bargaining and negotiation encounters.