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

Document Type

Article

Publication Date

2020

Journal Title

Journal of Organizational Behavior Education

ISSN

2047-9999

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.

First Page

169

Last Page

204

Num Pages

36

Volume Number

13

Publisher

NeilsonJournals Publishing

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