A Framework for Facilitating Acquisition and Improvement of Negotiation Skills by Business Students

Abstract

[EN] In this paper, we present a framework for facilitating the acquisition and improvement of a certain type of skill critical for success in business management: negotiation skill. We then proceed to provide evidence of the effectiveness of our framework, with data from a large public university’s business program. We examined the performance of negotiators in dyads on negotiation exercises. Results indicate that the framework we used for training was associated with “getting to yes,” as well as the quality of negotiated agreements, when comparing a randomly selected sample of trained business student dyads with a separate, comparable sample of dyads without formal training.