Using Kolb’s Learning Cycle to Teach Negotiation Skills

  • J. Rosiński
  • J. Klich
Part of the Contributions to Management Science book series (MANAGEMENT SC.)
This chapter presents a case study of a module of a course within a tertiary education curriculum at the Institute of Economics and Management and is chosen to illustrate the way the learning cycle developed by Kolb is used to teach negotiation skills to entrepreneurs. The course is based on two assumptions:
  1. 1.

    Negotiation skills rely largely on (stable) personality traits (extroversion, flexibility, conciliatory manner).

  2. 2.

    Effectiveness of adult education depends on many aspects, e.g. on class structure as defined by Kolb (Rosiński and Rychlicka 2001). This is a widely recognized observation (see e.g. Senge et al. 2002).



Learn Cycle Teaching Entrepreneurship Negotiation Game Negotiation Skill Business Negotiation 
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  1. Mastenbroek W (1996) Negotiations, PWN, WarsawGoogle Scholar
  2. RosiĔski J, Rychlicka A (2001) “StronĊ uczenia przez rozwiązywanie problemów” (Learning Through Problem Solving) in: Borkowski T [ed.] “Dylematy ksztaácenia menedĪerów u progu XXI wieku” (Dilemmas of the Education of Managers at the turn of the XXIst century), Wydawnictwo Akademickie, KrakowGoogle Scholar
  3. Senge PM, Kleiner A, Roberts CH, Ross RB, Smith BJ (2002) Piąta dyscyplina, materiaáy dla praktyka. Jak budowaü organizacjĊ uczącą siĊ; (The Fifth Discipline. Practitioner manual. How to Build the Learning Organisation), Oficyna Ekonomiczna, KrakowGoogle Scholar

Copyright information

© Physica-Verlag Berlin Heidelberg 2008

Authors and Affiliations

  • J. Rosiński
    • 1
  • J. Klich
    • 1
  1. 1.Jagiellonian UniversityKrakówPoland

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