Using Visual Metaphors and Images as a Way of Teaching a Practical Approach to Negotiation

Ray Fells

Ray Fells

University of Western Australia, Australia

Volume 4: 2011, pp. 5-22; ABSTRACT

Negotiators create a mental model or script of what they believe negotiation involves and this then guides what they do in their negotiations. These mental models can be enriched though visual metaphors that help provide further insights into complex social processes such as negotiation. This paper explores how lecturers might use visual imagery to assist their students understand the dynamics of the negotiation process and so be better placed, because of enhanced situational awareness, to know what to do next when involved in one. The idea of negotiation as a rail journey across Australia is offered as one example, but others are also offered. Some feedback from students suggests that the visual perspective adds to their understanding of negotiation.

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