Lessons from analogical reasoning in the teaching of negotiation

James J. Gillespie*, Leigh L. Thompson, Jeffrey Loewenstein, Dedre Gentner

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

12 Scopus citations


After two decades of spectacular growth in negotiation research, teaching, and application, it is appropriate to pause and consider how negotiators learn, a strikingly fundamental but infrequently examined issue. In this report, we present some initial and on-going research and thinking on learning about negotiation skills, providing one view of the relationship between negotiation pedagogy and negotiation practice.

Original languageEnglish (US)
Pages (from-to)363-371
Number of pages9
JournalNegotiation Journal
Issue number4
StatePublished - Oct 1999

ASJC Scopus subject areas

  • Social Sciences(all)
  • Strategy and Management
  • Management of Technology and Innovation

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