Learning negotiation skills: Four models of knowledge creation and transfer

Management Science

Volumn 49, Issue 4, 2003, Pages 529-540

  Nadler, Janice ^a,b   Thompson, Leigh ^c   Van Boven, Leaf ^d  

^a NORTHWESTERN UNIVERSITY   (United States)

^b AMERICAN BAR FOUNDATION   (United States)

^c NORTHWESTERN UNIVERSITY   (United States)

^d UNIVERSITY OF COLORADO   (United States)

Author keywords

Analogical reasoning; Learning; Management skills; Negotiation

Indexed keywords

EDUCATION; LAWS AND LEGISLATION; PERFORMANCE; PUBLIC POLICY; RESEARCH AND DEVELOPMENT MANAGEMENT;

ANALOGICAL REASONING; KNOWLEDGE CREATION;

KNOWLEDGE BASED SYSTEMS;

EID: 0042202649     PISSN: 00251909     EISSN: None     Source Type: Journal    
DOI: 10.1287/mnsc.49.4.529.14431     Document Type: Article

References (39)

1. Argyris, C. 1993. On Organizational Learning. Blackwell, Cambridge, MA.
2. Balke, W. M., K. R. Hammond, G. D. Meyer, 1973. An alternate approach to labor-management relations. Admin. Sci. Quart. 18(3) 311-327.
3. Ball, S. B., M. H. Bazerman, J. S. Carroll. 1991. An evaluation of learning in the bilateral winner's curse. Organ. Behavior Human Decision Processes 48 1-22.
4. Balzer, W., M. Doherty, R. O'Connor. 1989. Effects of cognitive feedback on performance. Psych. Bull. 106 110-433.
5. Bandura, A. 1973. Aggression: A Social Learning Analysis. Prentice-Hall, Englewood Cliffs, NJ.
6. Bazerman, M. H., J. J. Gillespie. 1999. Betting on the future: The virtues of contingent contracts. Harvard Bus. Rev. 77(4) 155-160.
7. ____, M. A. Neale. 1982. Improving negotiation effectiveness under final offer arbitration: The role of selection and training. J. Appl. Psych. 67(5) 543-548.
8. Bryan, J. H., M. A. Test. 1967. Models and helping: Naturalistic studies in aiding behavior. J. Personality Soc. Psych. 6 400-407.
9. Cook, T. D., D. T. Campbell. 1979. Quasi-Experimentation: Design and Analysis Issues for Field Settings. Rand McNally, Chicago, IL.
10. Couzijn, M. 1999. Learning to write by observation of writing and dreading processes: Effects on learning and transfer. Learn. Instruction 9 109-142.
11. Decety, J., J. Grezes, N. Costes, D. Perani, M. Jeannerod, E. Procyk, R. Grassi, F. Fazio. 1997. Brain activity during observation of actions: Influence of action content and subject's strategy. Brain 120(10) 1763-1777.
12. Donnelly, C. M., M. A. McDaniel. 1993. Use of analogy in learning scientific concepts. J. Experiment. Psych: Learn. Memory, Cognition 19 975-987.
13. Einhorn, H., R. Hogarth. 1978. Confidence in judgment: Persistence of the illusion of validity. Psych. Rev. 85(5) 395-416.
14. Gentner, D. 1983. Structure-mapping: A theoretical framework for comparison. Cognitive Sci. 7 155-170.
15. ____. 1989. The mechanisms of analogical learning. S. Vosniadou, A. Ortony, eds. Similarity and Analogical Reasoning. Cambridge University Press, New York, 199-241.
16. ____, M. J. Rattermann, K. D. Forbus. 1993. The roles of similarity in transfer: Separating retrievability from inferential soundness. Cognitive Psych. 25(4) 524-575.
17. Gick, M. L., K. J. Holyoak. 1983. Schema induction and analogical transfer. Cognitive Psych. 15 1-38.
18. Hammond, K. R., G. H. McClelland, J. Mumpower. 1980. Human Judgment and Decision Making. Praeger, New York.
19. Hogarth, R. M. 1981. Beyond discrete biases: Functional and dysfunctional aspects of judgmental heuristics. Psych. Bull. 90(2) 197-217.
20. Holyoak, K. J. 1985. The pragmatics of analogical transfer. G. H. Bower, ed. The Psychology of Learning and Motivation, Vol. 19, Academic Press, New York, 59-87.
21. ____, P. R. Thagard. 1989. Analogical mapping by constraint satisfaction. Cognitive Sci. 13 295-355.
22. ____, ____. 1995. Mental Leaps: Analogy in Creative Thought. MIT Press, Cambridge, MA.
23. ____, ____. 1997. The analogical mind. Amer. Psych. 52 35-44.
24. Loewenstein, J., L. Thompson, D. Gentner. 1999. Analogical encoding facilitates transfer in negotiation. Psychonomic Bull. Rev. 6(4) 586-597.
25. Neale, M. A., G. B. Northcraft. 1990. Behavioral negotiation theory: A framework for conceptualizing dyadic negotiation. L. L. Cummings, B. Staw, eds. Research in Organizational Behavior. JAI Press, Greenwich, CT.
26. Novick, L. R. 1988. Analogical transfer, problem similarity, and expertise J. Experiment. Psych: Learn. Memory, Cognition. 14(3) 510-520.
27. Pirolli, P. L., J. B. Anderson. 1985. The role of learning from examples in the acquisition of recursive programming skills. Canadian J. Psych. 39 240-272.
28. Platt, J. R. 1964. Strong inference. Science 146 347-353.
29. Polanyi, M. 1958. Personal Knowledge: Towards a Post-Critical Philosophy. Routledge and Kegan Paul, London, U.K.
30. Polya, G. 1957. How to Solve it, 2nd ed. Doubleday, New York.
31. Ross, B. H. 1987. This is like that: The use of earlier problems and the separation of similarity effects. J. Experiment. Psych.: Learn, Memory, Instruction 13 629-639.
32. ____, M. C. Kilbane. 1997. Effects of principle explanation and superficial similarity on analogical mapping in problem solving. J. Experiment. Psych.: Learn, Memory, Cognition 23(2) 427-440.
33. Shebilske, W. L., J. A. Jordon, B. P. Goettle, L. E. Paulus. 1998. Observation versus hands-on practice of complex skills in dyadic, triadic, and tetradic training-teams. Human Factors 40(4) 525-540.
34. Spector, B. I. 1997. Analytical support to negotiations: An empirical assessment. Group Decision Negotiation 6(5) 421-436.
35. Thompson, L. 1990a. The influence of experience on negotiation performance. J. Experiment. Soc. Psych. 26(6) 528-544.
36. ____. 1990b. An examination of naive and experienced negotiators. J. Personality Soc. Psych. 59(1) 82-90.
37. ____, T. DeHarpport. 1994. Social judgment, information feedback, and interpersonal learning in negotiation. Organ. Behavior Human Decision Processes 58(3) 327-345.
38. ____, R. Hastie. 1990. Social perception in negotiation. Organ. Behavior Human Decision Processes 47(1) 98-123.
39. ____, J. Loewenstein, D. Gentner. 2000. Avoiding missed opportunities in managerial life: Analogical training more powerful than case-based training. Organ. Behavior Human Decision Processes 82(1) 60-75.