Getting More Out of Analogical Training in Negotiations: Learning Core Principles for Creating Value

72 Pages Posted: 8 Apr 2005

See all articles by Simone Moran

Simone Moran

Ben-Gurion University of the Negev - Department of Management

Yoella Bereby-Meyer

Ben-Gurion University of the Negev - Department of Education

Max H. Bazerman

Harvard Business School - Negotiations, Organizations and Markets Unit

Date Written: November 13, 2004

Abstract

The present research adapts analogical training to teach negotiators broad thought processes for creating value. Recently, specific analogical training, wherein negotiators draw analogies between different cases involving the same strategy, was shown to be effective for learning and transferring specific value-creating strategies. The current results suggest that such specific learning may have limited generalizability to other value-creating processes. Diverse analogical training, wherein negotiators compare several different value-creating strategies, was shown to be more effective for learning underlying value-creating principles. This method facilitated transfer to a very distinctive task and improved performance on a variety of value-creating strategies, including some never previously encountered. The improved performance was also accompanied by a deeper understanding of thepotential to create value.

Suggested Citation

Moran, Simone and Bereby-Meyer, Yoella and Bazerman, Max H., Getting More Out of Analogical Training in Negotiations: Learning Core Principles for Creating Value (November 13, 2004). Harvard NOM Working Paper No. 05-10. Available at SSRN: https://ssrn.com/abstract=701292 or http://dx.doi.org/10.2139/ssrn.701292

Simone Moran (Contact Author)

Ben-Gurion University of the Negev - Department of Management ( email )

Beer-Sheva 84105
Israel
+972 8 647 9802 (Phone)
+972 8 647 7697 (Fax)

Yoella Bereby-Meyer

Ben-Gurion University of the Negev - Department of Education ( email )

1 Ben-Gurion Blvd
Beer-Sheva 84105, 84105
Israel

Max H. Bazerman

Harvard Business School - Negotiations, Organizations and Markets Unit ( email )

Soldiers Field
Boston, MA 02163
United States
617-495-6429 (Phone)
617-496-4191 (Fax)

HOME PAGE: http://www.people.hbs.edu/mbazerman

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