The challenge of learning

Jeffrey Loewenstein*, Leigh Thompson

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

25 Scopus citations


This essay offers one attempt to apply insights from educational psychology to the teaching and learning of negotiation skills. First, we suggest a key reason why becoming an expert is challenging, namely, people's naïve theories about negotiation need to be challenged and largely put to rest. Second, we examine how professional schools typically teach negotiation. Third and finally, we offer suggestions for improving our negotiation pedagogy. To this end, we describe and review our research on analogical learning and how it can be used in classrooms to enhance learning.

Original languageEnglish (US)
Pages (from-to)399-408
Number of pages10
JournalNegotiation Journal
Issue number4
StatePublished - Oct 2000

ASJC Scopus subject areas

  • General Social Sciences
  • Strategy and Management
  • Management of Technology and Innovation


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