A Compromise! Using Star Trek: Lower Decks to Help Negotiators Move Beyond Splitting the Difference

Abstract

In this article, we use three humorous clips from Star Trek: Lower Decks to introduce common misperceptions about the role of compromise in negotiation. These clips help illustrate the difference between compromise and collaborative strategies and allow students to analyze the clips to identify appropriate strategies to employ in different situations. They can also complement traditional negotiation simulations and exercises. The humor in these clips can lower the apprehension novice negotiators often express at the start of their first negotiation simulation in a class and help illustrate the value of considering underlying interests instead of focusing only on initial positions.