Learning negotiation skills: Four models of knowledge creation and transfer

Nadler, J., Thompson, L. & van Boven, L. (2003). Learning negotiation skills: Four models of knowledge creation and transfer. Management Science, 49 (4), 529-540.

Abstract

Our review of the learning and training literature revealed four common methods for training people to be more effective negotiators: learning via information revelation, didactic learning, observational learning, and analogical learning. We tested each of these methods experimentally in an experiential context and found that observational learning and analogical learning led to negotiated outcomes that were significantly more favorable for both parties, compared to a baseline condition of learning through experience alone. Information revelation and didactic learning were not significantly different from any other condition. Process measures revealed that negotiators’ schemas about the task (reflected in open-ended essays) were strong predictors of performance.