Associate Editor: Laurie L. Levesque, Ph.D.
Negotiation skills are essential in business. Graduates will need to be prepared with skills and knowledge to handle myriad large and small negotiations and disputes they will face in the workplace. They must understand how to make sense of these situations, select and employ appropriate tactics and strategies, and understand the psychology behind many actions and reactions.
We are soliciting negotiation cases that provide two or more distinct roles involved in a situation outlined in a compact case. The latter provides contextual information known to all parties/roles in the case. It is based on factual data drawn from cited published sources or collected through interviews, observations, first-hand experience, etc. The negotiation roles must be based on that real situation.
The roles are published as part of the expanded teaching note, along with details and instructor resources for the use of the negotiation case. Relevant negotiation terminology and frameworks would not be integrated into a case or the roles, as these represent situations and perspectives as they existed. Negotiation concepts are included in the instructor’s manual, along with a detailed usage of the case for conflict and negotiation courses or as part of a conflict or negotiation unit within other courses.
Authors are encouraged to submit negotiation cases in fields or jobs relevant to business students that are either two-party or multi-party situations. These might include, but are not limited to, negotiating contracts with vendors, addressing conflict between two or more employees, coordinating use of resources, brokering a resolution with a stakeholder, creating a strategic partnership with a supplier/vendor/reseller, etc., We seek cases about career situations that students might reasonably encounter early in their careers, such as negotiating compensation and employment packages relative to changing employers, creating a new position or supervisory role within a growing firm, negotiating new or changed allocations of time or attention (i.e., job crafting), securing benefits to compensate for a current work situation, etc.
Concise cases that consider the application of conflict & negotiation practices are now welcomed for review. Please see the IJIC Submission Guidelines for more information.
To contact Dr Levesque, please email the IJIC office in the first instance.