The challenge of learning

This essay offers one attempt to apply insights from educational psychology to the teaching and learning of negotiation skills. First, we suggest a ke y reason why becoming an expert is challenging, namely, people's naive theo ries about negotiation need to be challenged and largely put Co rest. Secon d, we examine how professional schools typically teach negotiation. Third a nd finally, we offer suggestions for improving our negotiation pedagogy. To this end, we describe and review our research on analogical learning and h ow it can be used in classrooms to enhance learning.