Title

A Civil Action: A Pedagogical Case in Negotiation

Abstract

This paper presents the use of the popular film, A Civil Action, combined with the bestselling book, Getting to Yes: Negotiating Agreement without Giving In, as a pedagogical tool for teaching principled negotiation. Negotiation is a frequently unfamiliar and abstract concept for traditional students, and research supports the use of film to illustrate abstract concepts. This paper summarizes the main points of principled negotiation from Getting to Yes and provides a viewing guide to selected film sequences. Discussion questions and instructor notes are provided to facilitate classroom activity.

Department(s)

Finance and General Business

Document Type

Article

Keywords

negotiation, settlement, pedagogy, film, Getting to Yes

Publication Date

2015

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