Training Strategic Adaptability In Negotiation

Authors:

Abstract: This study evaluates the impact of strategic adaptability negotiation training on enhancing negotiation skills, with a focus on buyer-supplier interactions. Employing a quasi-experimental design with 36 participants, the research contrasts the outcomes of adaptability training against a control group. Results indicate that adaptability training participants outperformed those in the control group in a subsequent negotiation simulation, securing more Pareto optimal agreements. However, the enhancement in relationship scores did not significantly differ between groups and the long-term effectiveness of the training diminished, reflecting the temporary nature of training effects. This study contributes to the negotiation education field by providing an analysis of the efficacy of strategic adaptability training and offering open access to training materials. It concludes that while initial skill improvements are evident, enduring competency in complex negotiations requires ongoing training.

Track: TEACH

Keywords: Negotiation skills training, Strategic adaptability, Experiment