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

Publication Type

Journal contribution (peer reviewed)

Authors

Philipp Melzer, Mareike Schoop

Year of publication

2016

Published in

Group Decision and Negotiation

Editor

Springer Netherlands

Pubisher

Springer

Band/Volume

25/6

Series/labeling

Special Issue: Negotiation and Collaborative Technologies in Organisations and Supply Chains

ISBN / ISSN / eISSN

0926-2644

DOI

10.1007/s10726-016-9481-y

Page (from - to)

1189-1210

Keywords

SOCIAL SCIENCE

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.