Teaching Resources

Teaching entrepreneurial negotiation. Negotiation Journal (2022)

Despite the importance of negotiation skills for entrepreneurs, negotiation pedagogy for entrepreneurship students remains underdeveloped. Some programs address negotiation only briefly, while others offer negotiation courses designed primarily for students entering more stable corporate environments. This article offers guidance for designing and teaching negotiation content with an entrepreneurial focus. It explains why entrepreneurial negotiation education is needed, identifies key challenges and learning objectives, and provides a framework for aligning course content with the realities of entrepreneurial negotiation. [PDF] [Article]

Advanced Introduction to Negotiations (2022)

This book provides a concise introduction to the core concepts, theories, and practices of negotiation. It covers key topics such as preparation, value creation, value claiming, power, ethics, emotion, relationships, and negotiation across cultures and teams. Designed for students, scholars, and practitioners, it offers an accessible overview of negotiation research and highlights practical tools to improve negotiation effectiveness. [Purchase here]

Please access a review of the book here.