Book Chapter
Falcao H. (2012). A Competition Without Winners or Losers? The Ontogeny of a New Negotiation Event Format. In Assessing Our Students, Assessing Ourselves DRI Press.
This article challenges the competition format so well-spread around the world in that it creates serious challenges for the teaching of integrative negotiation strategies. The premise is that by the very nature of the competition format, the students are pushed away from integrative strategies since the format itself demands a winner and a loser, thus favoring distributive strategies only.
The article goes on to argue that competition formats are unnatural compared with real life post-graduation, since negotiation reality often requires a mix of integrative and distributive strategies to work best.The core of the article is dedicated to making recommendations of other negotiation event formats that can generate the same benefits as the competition without the drawbacks highlighted in the first part of the article.
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