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Innovating in Negotiation Teaching : Toward a Relevant Use of Multimedia Tools

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This research paper examines four cases of teaching innovation that have been used mostly in France and that make an intensive use of multimedia techniques. The proposed approach calls for the use of different multimedia tools to overcome some of the shortcomings of current teaching methods, as they have been exposed earlier (Lempereur, 2002a). It is important to expose needs that are not met by the usual methods and how multimedia tools can fill this gap. A relevant use of multimedia innovations seem to help improve negotiation teaching, especially to better bridge the gaps between theory and practice, simulation and reality, and to deal with multiple perspectives which are needed, for example, in cross-cultural negotiations.

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Paper provided by ESSEC Research Center, ESSEC Business School in its series ESSEC Working Papers with number DR 02022.

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Length: 31 pages
Date of creation: Nov 2002
Handle: RePEc:ebg:essewp:dr-02022
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ESSEC Research Center, BP 105, 95021 Cergy, France

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  1. Ulijn, J.M. & Wynstra, J.Y.F. & Lincke, A., 2002. "The effect of Dutch and German cultures on negotiation strategy comparing operations and innovation management in the supply chain," Working Papers 02.18, Eindhoven Center for Innovation Studies.
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