Teaching Entrepreneurial Negotiation

Despite the importance of negotiation skills for entrepreneurs, the pedagogy of teaching negotiation to entrepreneurship students has not been fully developed. In some entrepreneurship programs, negotiation is covered briefly in a single class. In other programs, courses focused entirely on negotiation are available to entrepreneurship students; however, these classes are aimed primarily at those interested in pursuing corporate jobs within more stable environments. This article provides guidance to educators in designing, developing, and delivering negotiation content with an entrepreneurial focus. We explain why entrepreneurial negotiation education is needed and how it fills current gaps in entrepreneurship education. The article outlines a continuum of entrepreneurial negotiation, identifies the unique challenges faced by entrepreneurship students, unpacks the critical learning objectives in an entrepreneurial negotiation course, discusses how to reinforce core entrepreneurship concepts, and lays out a guide for teaching entrepreneurial negotiation by providing educational content that matches the key learning objectives.

This is the peer reviewed version of the following article: [Teaching Entrepreneurial Negotiation. Negotiation Journal (2021)], which has been published in final form at https://doi.org/10.1111/nejo.12377. This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Use of Self-Archived Versions: https://authorservices.wiley.com/author-resources/Journal-Authors/licensing/self-archiving.html#3.

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Work Title Teaching Entrepreneurial Negotiation
Access
Open Access
Creators
  1. Stephen E. Humphrey
  2. Robert Macy
  3. Cynthia S. Wang
Keyword
  1. Negotiation pedagogy
  2. Entrepreneurial negotiation
  3. Entrepreneurship
  4. Institutional logics
License In Copyright (Rights Reserved)
Work Type Article
Publisher
  1. Wiley
Publication Date November 15, 2021
Publisher Identifier (DOI)
  1. 10.1111/nejo.12377
Source
  1. Negotiation Journal
Deposited May 27, 2022

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Version 1
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  • Created
  • Added Teaching_Entrepreneurial_Negotiation_RR_FINAL-SH.spg-1.pdf
  • Added Creator Stephen E. Humphrey
  • Added Creator Robert Macy
  • Added Creator Cynthia S. Wang
  • Published
  • Updated Work Title, Keyword, Description Show Changes
    Work Title
    • Teaching Entrepreneurial Negotiation
    • ! Teaching Entrepreneurial Negotiation
    Keyword
    • Negotiation pedagogy, Entrepreneurial negotiation, Entrepreneurship, Institutional logics
    Description
    • <p>Despite the importance of negotiation skills for entrepreneurs, the pedagogy of teaching negotiation to entrepreneurship students has not been fully developed. In some entrepreneurship programs, negotiation is covered briefly in a single class. In other programs, courses focused entirely on negotiation are available to entrepreneurship students; however, these classes are aimed primarily at those interested in pursuing corporate jobs within more stable environments. This article provides guidance to educators in designing, developing, and delivering negotiation content with an entrepreneurial focus. We explain why entrepreneurial negotiation education is needed and how it fills current gaps in entrepreneurship education. The article outlines a continuum of entrepreneurial negotiation, identifies the unique challenges faced by entrepreneurship students, unpacks the critical learning objectives in an entrepreneurial negotiation course, discusses how to reinforce core entrepreneurship concepts, and lays out a guide for teaching entrepreneurial negotiation by providing educational content that matches the key learning objectives.</p>
    • Despite the importance of negotiation skills for entrepreneurs, the pedagogy of teaching negotiation to entrepreneurship students has not been fully developed. In some entrepreneurship programs, negotiation is covered briefly in a single class. In other programs, courses focused entirely on negotiation are available to entrepreneurship students; however, these classes are aimed primarily at those interested in pursuing corporate jobs within more stable environments. This article provides guidance to educators in designing, developing, and delivering negotiation content with an entrepreneurial focus. We explain why entrepreneurial negotiation education is needed and how it fills current gaps in entrepreneurship education. The article outlines a continuum of entrepreneurial negotiation, identifies the unique challenges faced by entrepreneurship students, unpacks the critical learning objectives in an entrepreneurial negotiation course, discusses how to reinforce core entrepreneurship concepts, and lays out a guide for teaching entrepreneurial negotiation by providing educational content that matches the key learning objectives.
  • Updated Creator Stephen E. Humphrey
  • Updated Work Title Show Changes
    Work Title
    • ! Teaching Entrepreneurial Negotiation
    • Teaching Entrepreneurial Negotiation
  • Updated Creator Stephen E. Humphrey
  • Updated