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On-line/Off-line: Joint Negotiation Teaching in Montreal and Vienna

Author

Listed:
  • Sabine Köszegi

    (University of Vienna)

  • Gregory Kersten

    (University of Ottawa)

Abstract

E-business systems, the most recent generation of information systems, can be effectively used in teaching. One such system was developed and used in a collaborative project that involved teaching of negotiation theory and practice to students from Austria and Canada. The system provides customized course materials and a platform to conduct various e-negotiation activities. The design allows combining e-learning technologies designed to support students in their independent and individual learning with conventional face-to-face training. Our experience indicates that professional negotiation training accompanied by e-learning, and tools to support decision-making and negotiation can foster students' appreciation of the technology as well as demonstrate its limitations. The combination of technology-intensive and conventional resources contributed to students' awareness of social influences on negotiations, importance of communication, and focussed their attention on the problem and its solution. Deeper customization of the course content and delivery may further contribute to effective learning and acquiring of both communication and analytical skills.

Suggested Citation

  • Sabine Köszegi & Gregory Kersten, 2003. "On-line/Off-line: Joint Negotiation Teaching in Montreal and Vienna," Group Decision and Negotiation, Springer, vol. 12(4), pages 337-345, July.
    • Handle: RePEc:spr:grdene:v:12:y:2003:i:4:d:10.1023_a:1024879603397
    DOI: 10.1023/A:1024879603397
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    References listed on IDEAS

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    1. Nicholas C. Romano & Ramesh Sharda & Joyce Lucca, 2005. "Computer-Supported Collaborative Learning Requiring Immersive Presence (CSCLIP): An Introduction," Information Systems Frontiers, Springer, vol. 7(1), pages 5-12, February.
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    Cited by:

    1. Andreas Schmid & Mareike Schoop, 2022. "Gamification of Electronic Negotiation Training: Effects on Motivation, Behaviour and Learning," Group Decision and Negotiation, Springer, vol. 31(3), pages 649-681, June.
    2. Michael Filzmoser & Rudolf Vetschera, 2008. "A Classification of Bargaining Steps and their Impact on Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 17(5), pages 421-443, September.

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