European Business Schools Librarian's Group
ESSEC Working Papers,
ESSEC Research Center, ESSEC Business School
No DR 07017: The Classroom as a Potential Space-teaching Negotiation through Paradox
de Carlo Laurence ()
Additional contact information
de Carlo Laurence: ESSEC Business School, Postal: Avenue Bernard Hirsch - B.P. 50105, 95021 CERGY-PONTOISE Cedex , FRANCE,
Abstract: In this article, we describe and analyze a way of teaching negotiation which recognizes and accepts paradoxes, such as caring and frustrating the students at the same time and helping them being more autonomous while manipulating them. In this analysis, the classroom is considered tantamount to a transitional space (Winnicott). This way of teaching is not the easiest one for the professor and for the students, as it is shown. But it helps the students to really listen to others, to sincerely try to understand the rational of others, and finally be more creative in the options they propose, all skills and capacities necessary to better negotiate.
Keywords: Creativity; Negotiation; Paradox; Teaching; Transitional Space; Winnicott
29 pages, June 2007
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