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Educating for Values-Driven Leadership by Mary C. Gentile

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CHAPTER 7

Developing Negotiation Skills Through the Giving Voice to Values Scripting Approach

Melissa Manwaring

Abstract

The Giving Voice to Values curriculum offers an experiential scripting exercise that is particularly well suited to negotiation courses. The author adapted this exercise for use with a case study on the multiparty negotiations that led to the decision to launch the Challenger space shuttle in January 1986. By mapping the relevant stakeholders, articulating what is at stake for each, planning an influence strategy, identifying an initial counterpart, scripting an opening/response/counterresponse, and performing the script, students practice discrete negotiation skills that otherwise may get less attention than they deserve: ...

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