The Long‐Term Impact of Negotiation Training and Teaching Implications | Zendy

Soliman Cherine G. | Zendy; Stimec Arnaud | Zendy; Antheaume Nicolas | Zendy

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The Long‐Term Impact of Negotiation Training and Teaching Implications

Author(s) -

Soliman Cherine G.,

Stimec Arnaud,

Antheaume Nicolas

Publication year - 2014

Publication title -

conflict resolution quarterly

Language(s) - English

Resource type - Journals

SCImago Journal Rank - 0.323

H-Index - 21

eISSN - 1541-1508

pISSN - 1536-5581

DOI - 10.1002/crq.21110

Subject(s) - negotiation , context (archaeology) , typology , term (time) , population , psychology , training (meteorology) , qualitative research , focus group , focus (optics) , medical education , mathematics education , sociology , business , marketing , medicine , social science , demography , geography , physics , quantum mechanics , meteorology , anthropology , archaeology , optics

This article presents the subset of research on the enhancement of cooperation in negotiation with a focus on the intraorganizational context. It studies the long‐term effect of negotiation training and its implications for the teaching of negotiation. We chose a qualitative approach over two cycles of action research. Cycle 1 was performed in a training course with sixty‐four managers over six months. Cycle 2, using the focus group method, was carried out with eleven individuals selected from cycle 1 population over twelve months. This experiment enabled us to propose a dynamic typology of negotiator styles, which led us to suggest a number of recommendations to improve the teaching of negotiation.

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