Learning Conflict and Negotiation Skills Through Training Based On Analogical Encoding

Authors:

Abstract: Effective transfer of skills depends largely on the teaching method used during the learning process. This research aimed to analyze the effectiveness of different training methods, analogical encoding and behavioral modeling, to transfer conflict and negotiation skills: a) to distinguish positions from interests; and b) to use the paraphrasing skill in dispute resolution negotiations. Graduate students participated in the experiments. Analogical encoding (AE) produced better results regarding skills transfer. As a mediator, AE increased the quality of agreements in deal making negotiations promoting identification of interests; and trainees with high cognitive flexibility scored better in the paraphrasing skill when exposed to AE. Several practical implications pertain to applying AE to achieve better academic and performance outcomes when considering the development and transfer of negotiation strategies. Future research could improve deal making and dispute resolution negotiation training and investigate this method effectiveness to teach other skills, in different areas of knowledge.

Track: TEACH

Keywords: analogical encoding, behavioral modeling, training, negotiation, conflict