TEACHING NEGOTIATION THEORY AND SKILLS OVER THE INTERNET

Negotiating on-line is becoming an increasingly common phenomenon in t he workplace. The medium of the Internet also offers promising opportu nities for negotiation educators to reach out to participants that mig ht otherwise be unable to attend a seminar The authors used the Intern et to teach negotiation theory and skills during a seven-week seminar that was conducted completely over the World Wide Web. This experiment revealed several advantages and difficulties likely to arise in the c onduct of ''distance learning'' for topics in negotiation. The authors reflect on how they would organize the seminar differently should the y do it again, and offer suggestions for others organizing courses usi ng the Internet.