The Long‐Term Impact of Negotiation Training and Teaching Implications

Abstract

Th is article presents the subset of research on the enhancement of cooperation in negotiation with

Mediation: Is There a More Promising Future? The Case of the Cairo Business Community

“…Adults: top down approach for culture melt down effect, through training and professional certificates for short term more immediate impact, training as proven to be best professional education vehicle particularly to this type of knowledge (Soliman et al, 2014). Immediate results are mandatory to support the current economic context.…”

Cognitive Reflection in Multi-Issue Negotiation

“…Training improves negotiation performance (Lewicki, 2014;Movius, 2008;Patton, 2009;Thompson, 1991). The effects seem to last (Coleman & Joanne Lim, 2001;Soliman, Stimec, & Antheaume, 2014) and correlate with the intensity of the training (ElShenawy, 2010;Thompson, 1991). Observational and analogical learning are more effective than didactic learning or learning by information revelation (Nadler & Thompson, 2003), and experiencebased negotiation training outperforms instruction-based training (Van Boven & Thompson, 2003).…”

Confirming the Impact of Training on Negotiators and Organizations

“…However, this impact was documented merely a week after the training and thus does not show long‐term workplace impact. The third study, involving professionals, established baseline performance after training and identified the transfer of learned behavior into their practice in real negotiations (Soliman, Stimec, and Antheaume 2014). The Soliman et al study did not, however, investigate and clarify impact on organizations.…”

“…Most of the studies take place over the course of weeks or represent a snapshot at the end of a training, and thus do not provide insight into longer‐term impact. An exception is the Soliman study mentioned above, which was administered in phases over six and twelve months (Soliman and Stimec 2014); it found lasting changes in performance—self‐assessed and observed—corresponding to Levels 1 and 3. However, a review of published work did not reveal any studies that examined the impact of negotiation training based on the time elapsed since training.…”