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Team Negotiation Strategies in Entrepreneurship Education: Patterns Found in Engineering Students from Northern California and Santiago de Chile

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2016 ASEE Annual Conference & Exposition


New Orleans, Louisiana

Publication Date

June 26, 2016

Start Date

June 26, 2016

End Date

June 29, 2016





Conference Session

Entrepreneurship & Engineering Innovation Division Technical Session 7

Tagged Division

Entrepreneurship & Engineering Innovation

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Paper Authors


Constanza Miranda Pontificia Universidad Catolica de Chile Orcid 16x16

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Constanza Miranda holds a PhD in design with a focus in anthropology from North Carolina State University. While being a Fulbright grantee, Constanza worked as a visiting researcher at the Center for Design Research, Mechanical Engineering Department, in Stanford. Today she is an assistant professor at the Engineering School in P.Universidad Católica de Chile where she directs the DILAB: The engineering design initiative. Apart from developing the educational program in engineering design and innovation (Major IDI), the DILAB partners with forward thinking organizations to assess real life ill-defined issues. Past personal experiences involve work in industry and for consultancies such as Procorp Santiago, Cooper San Francisco and Continuum Milan. On the other hand Constanza is an entrepreneur in medical devices where she is continuously working in the detection of opportunities for innovation and development of new technologies. Her research work is focused mainly in the area of bio design, engineering-design education and design anthropology methods.

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Isabel Hilliger Pontificia Universidad Catholica de Chile Orcid 16x16

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Isabel Hilliger is the Associate Director of Assessment and Evaluation in the School of Engineering at Pontificia Universidad Católica de Chile. She creates qualitative and quantitative instruments for measuring and evaluating teaching and learning experiences in Engineering. She conducts research on learning standards and performance indicators. Her primary research interest is evaluating policy efforts that acknowledge learner diversity, and understand their effects in students performance. Isabel received her professional degree in biological engineering at the Pontificia Universidad Católica de Chile and her MA in policy, organizations and leadership studies at Stanford Graduate School of Education.

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A new way of doing engineering is rising. Particularly, accreditation criteria and local demands are requiring schools of engineering to transform engineering education by embracing entrepreneurship and innovation. Students need to be more prepared to address challenges of the industry through effective engineering design process. Nonetheless, we expect teams of students to able to overcome friction in any entrepreneurial endeavor with little or no instruction on how to work and orchestrate dissonance. This paper showcases context sensitive qualitative information from a team negotiation study conducted in two educational settings in North and South America. We describe two bottom-up negotiation strategies that become a shared pattern between the two research sites. Additionally, both group of students described a new mindset for doing things and solving real problems. Being comfortable with ambiguity is an emergent expected outcome from new way of teaching and learning engineering. Further findings could rise from collecting information in other research sites. A convergence in the negotiation patterns is expected. The techniques are visual in nature and have to the potential to be transferrable as concrete tools to be instructed in any engineering design curriculum.

Miranda, C., & Hilliger, I. (2016, June), Team Negotiation Strategies in Entrepreneurship Education: Patterns Found in Engineering Students from Northern California and Santiago de Chile Paper presented at 2016 ASEE Annual Conference & Exposition, New Orleans, Louisiana. 10.18260/p.26067

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