Teaching Win-Win Negotiation Skills to MBAs: A Quasi-Experimental Examination of a Social-Exchange Based Pedagogical Approach

Journal of Organizational Behavior Education, Vol. 13, 2020

Texas A&M University School of Law Legal Studies Research Paper 21-15

46 Pages Posted: 30 Jun 2021 Last revised: 18 Aug 2021

See all articles by Stephen J.J. McGuire

Stephen J.J. McGuire

affiliation not provided to SSRN

Peter Reilly

Texas A&M University School of Law

Yang Zhang

University of Texas at El Paso

Bahram Mahdavian

affiliation not provided to SSRN

Veena Prabhu

affiliation not provided to SSRN

Date Written: 2020

Abstract

Negotiation skills are critical soft skills that remain pedagogically challenging. We propose a pedagogical approach for win-win negotiations within the framework of social exchange theory. We then examine the effectiveness of our approach by testing the impact of training on the negotiation outcomes of MBA students, using a separate sample, pre-test post-test quasi-experimental design. For 84 dyads, we found that training explained rates of getting to yes as well as the quality of the agreements reached as rated by third party reviewers. Dyads with training were 25% more likely to reach agreement than those without training, and the quality of agreements reached was significantly higher for the experimental group, overall as well as for three out of four measures of quality (creativity, price prominence, and practicality) after controlling for age, age gap, gender, and country.

Keywords: Negotiation, pedagogy, social exchange theory, training, MBA, win-win

Suggested Citation

McGuire, Stephen J.J. and Reilly, Peter and Zhang, Yang and Mahdavian, Bahram and Prabhu, Veena, Teaching Win-Win Negotiation Skills to MBAs: A Quasi-Experimental Examination of a Social-Exchange Based Pedagogical Approach (2020). Journal of Organizational Behavior Education, Vol. 13, 2020, Texas A&M University School of Law Legal Studies Research Paper 21-15, Available at SSRN: https://ssrn.com/abstract=3873536

Stephen J.J. McGuire

affiliation not provided to SSRN

Peter Reilly (Contact Author)

Texas A&M University School of Law ( email )

1515 Commerce Street
Fort Worth, TX 76102

Yang Zhang

University of Texas at El Paso

500 W University Ave
El Paso, TX 79902
United States

Bahram Mahdavian

affiliation not provided to SSRN

Veena Prabhu

affiliation not provided to SSRN

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