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Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer

Author

Listed:
  • Janice Nadler

    (Northwestern University, School of Law, 357 East Chicago Avenue, Chicago, Illinois 60611, and American Bar Foundation, Chicago, Illinois 60611)

  • Leigh Thompson

    (Northwestern University, Kellogg School of Management, 2001 Sheridan Road, Evanston, Illinois 60208-2001)

  • Leaf Van Boven

    (University of Colorado at Boulder, Department of Psychology, Muenzinger Hall, Box 345, Boulder, Colorado 80309)

Abstract
Our review of the learning and training literature revealed four common methods for training people to be more effective negotiators: didactic learning, learning via information revelation, analogical learning, and observational 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 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 negotiatorsÙ schemas about the task (reflected in open-ended essays) were strong predictors of performance in the analogical learning condition, but were poor predictors of performance in the remaining conditions. Interestingly, negotiators in the observation group showed the largest increase in performance, but the least ability to articulate the learning principles that helped them improve, suggesting that they had acquired tacit knowledge that they were unable to articulate.

Suggested Citation

  • Janice Nadler & Leigh Thompson & Leaf Van Boven, 2003. "Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer," Management Science, INFORMS, vol. 49(4), pages 529-540, April.
    • Handle: RePEc:inm:ormnsc:v:49:y:2003:i:4:p:529-540
    DOI: 10.1287/mnsc.49.4.529.14431
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    References listed on IDEAS

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    1. Thompson, Leigh & DeHarpport, Terri, 1994. "Social Judgment, Feedback, and Interpersonal Learning in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(3), pages 327-345, June.
    2. Bertram I. Spector, 1997. "Analytical Support to Negotiations: An Empirical Assessment," Group Decision and Negotiation, Springer, vol. 6(5), pages 421-436, September.
    3. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    4. Ball, Sheryl B. & Bazerman, Max H. & Carroll, John S., 1991. "An evaluation of learning in the bilateral winner's curse," Organizational Behavior and Human Decision Processes, Elsevier, vol. 48(1), pages 1-22, February.
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