Stretching the Effectiveness of Analogical Training in Negotiations: Teaching Diverse Principles for Creating Value
The present research adapts analogical training to teach negotiators broad concepts of creating value. Recent research has shown specific analogical training, wherein negotiators draw analogies between different cases involving the same strategy, to be effective for learning and transferring specific value-creating strategies. The current results endorse the approach that analogical training can be a valuable tool for teaching negotiation, but argue that it can be enhanced by considering the breadth of the negotiation concepts that are learned. Diverse analogical training, wherein negotiators compare several different value-creating strategies, was shown to be more effective for learning broad underlying value-creating principles. This method facilitated transfer to a distinctive task and improved performance on a variety of value-creating strategies, including some that were not previously trained. The improved performance was also accompanied by enhanced understanding of the potential to create value.