Learning in Negotiation

如果人们不能有效地谈判，就会损失数百万美元。无效的冲突解决方案不仅影响了谈判者的钱包，也影响了人际关系。有一些迹象表明，人们意识到需要更有效的谈判技巧。人们普遍认为，谈判培训，特别是通过为期两年的MBA课程，可以通过创造“双赢”交易和避免代价高昂的罢工，为高管和他们的公司节省数十万美元。但这些课程有效吗？我们如何确保学生在现实世界中需要的时候，能够接触到他们在课堂上学到的原则？我们的研究将检验谈判训练方法的有效性。这项研究的实际目的是开发促进远程转移的教学和教育策略，即人们在接近新情况时检索正确信息的能力。

Millions of dollars are lost when people fail to negotiate effectively. Ineffective conflict resolution takes its toll not only on negotiators' pocketbooks, but interpersonal relationships as well. There is some indication that people are aware of the need for more effective negotiation skills. It is commonly advertised that negotiation training, specifically through two-year MBA programs, can save executives and their companies hundreds of thousands of dollars through the creation of `win-win` deals and the avoidance of costly strikes. But are these courses effective? How do we ensure that students will access the principles they've learned in the classroom when they need them in the real world? Our research will examine the effectiveness of negotiation training methods. The practical purpose of this research is to develop instructional and educational strategies that facilitate remote transfer, or people's ability to retrieve the right information when approaching a novel situation.