The author presents a teaching method that uses stakeholders as coaches of management students and professionals who wish to learn about the regulatory negotiation process used to make federal environmental rules. This experiential approach, which includes stakeholder briefings of teams who then role-play a regulatory negotiation, is an engaging way for participants to learn how to manage complex situations and negotiate with multiple parties. It has the additional benefit of helping stakeholders step back from the table to gain new perspectives about the content and process of the environmental negotiation in which they have been involved.
Get full access to this article
View all access options for this article.
References
1.
Barnes, L., Christensen, C., & Hansen, A. (1994). Teaching and the case method (3rd ed.). Boston: Harvard Business School Press.
2.
Coglianese, C. (1997). Assessing consensus: The promise and performance of negotiated rulemaking. Duke Law Journal, 46(6), 1255-1349.
3.
Dworkin, J.B. (1986). The basics of negotiations: A pedagogical note. Journal of Management Education, 11(1), 9-17.
4.
Erskine, J., Leenders, M., & Maufette-Leenders, L.A. (2001). Writing cases. London, Canada: School of Business Administration, The University of Western Ontario.
5.
Fisher, R., & Ury, W. (1981). Getting to yes. Boston: Houghton-Mifflin.
6.
Kolb, D.A. (1984). Experiential learning: Experience as a source of learning and development. Englewood Cliffs, NJ: Prentice Hall.
7.
Lax, D., & Sebenius, J. (1986). The manager as negotiator. New York: Free Press.
8.
Lewicki, R. (1975). Course on bargaining and negotiation. Journal of Management Education, 1(1), 35-40.
9.
Lewicki, R. (1981). Bargaining and negotiation. Journal of Management Education, 6(3), 33-42.
10.
Lewicki, R., Hiam, A., & Olander, K.W. (1996). Think before you speak: A complete guide to strategic negotiation. New York: John Wiley.
11.
Office of Research and Development. (1996). Environmental assessment of shop towel usage in the automotive and printing industries. Washington, DC: U.S. Environmental Protection Agency.
12.
Raiffa, H. (1982). The art and science of negotiation. Cambridge, MA: Harvard University Press.
13.
Rappaport, A., & Cawelti, G. (1993). Using peer review to improve the writing of case analyses: Requirements and experience. Journal of Management Education, 17, 485-497.
14.
Schelling, T. (1960). The strategy of conflict. Cambridge, MA: Harvard University Press.
15.
Townsend, J.B. (1980). On the matter of information: Negotiating in an imperfect world. Journal of Management Education, 5(4), 40-42.
16.
Ury, W. (1993). Getting past no. Cambridge, MA: Harvard University Press.
17.
Wood, J., & Colosi, T. (1996a). It takes more than two to agree. In Mastering management series (pp. 426-432). London: Financial Times.
18.
Wood, J., & Colosi, T. (1996b). Managing negotiations. In Mastering management series (pp. 432-442). London: Financial Times.
19.
Wood, J., & Colosi, T. (1996c). The subtle art of negotiation. In Mastering management series (pp. 419-425). London: Financial Times.
