Lessons from analogical reasoning in the teaching of negotiation

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

Research output: Contribution to journalArticlepeer-review


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
Externally publishedYes

ASJC Scopus subject areas

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


Dive into the research topics of 'Lessons from analogical reasoning in the teaching of negotiation'. Together they form a unique fingerprint.

Cite this