The Effects of Personalised Negotiation Training on Learning and Performance in Electronic Negotiations

Philipp Melzer () and Mareike Schoop
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Philipp Melzer: University of Hohenheim
Mareike Schoop: University of Hohenheim

Group Decision and Negotiation, 2016, vol. 25, issue 6, No 6, 1189-1210

Abstract: Abstract Individuals have different learning styles and thus require different methods for knowledge acquisition. Whereas learning theories have long acknowledged this fact, personalised negotiation trainings especially for electronic negotiations have rarely been developed. This paper integrates learning styles and negotiation styles and reports on an implementation of this integration. We will discuss personalised negotiation trainings, namely an enactive training and a vicarious training, that we developed to match the learners’ learning styles. Such a matching is proposed to be beneficial regarding learning outcomes. Furthermore, positive effects on the dyadic negotiation outcomes are assumed. To this end, an experiment with participants from different European countries was conducted. The results show tendencies that personalised negotiation trainings lead to better skill acquisition during the training and also to fairer negotiation outcomes. Overall, this paper contributes an integration of the theories on individual differences from the domains of negotiation and learning as well as valuable insights for further experiments on individual differences in negotiations.

Keywords: Negotiation training; Negotiation support systems; End-user training; Personalised learning (search for similar items in EconPapers)
Date: 2016
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Citations: View citations in EconPapers (5)

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DOI: 10.1007/s10726-016-9481-y

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