In Search of Master Negotiators: A Negotiation Competency Model

Abstract

Over the last four decades, the field of negotiation has become a fully recognized academic discipline around the world and negotiation courses and competitions have become increasingly popular. Although it is believed that negotiators may be trained and that negotiation is a skill that can be taught and evaluated, the question of how to assess negotiation performance systematically and comprehensively remains largely unanswered. This article proposes a negotiation competency model for evaluating negotiation performance. The model includes a set of selected negotiation competencies together with proficiency levels and their behavioral indicators. Our goal is to help scholars design more effective negotiation courses and fairer negotiation competitions, improve negotiation pedagogy, and train negotiators who are well prepared to handle conflicts in our increasingly complex society.

Building a doctor, one skill at a time: Rethinking clinical training through a new skills-based feedback modality

“…Microskills are derived from the psychology [13,14], negotiation [15][16][17], and business [18] literature and are unique in their ability to elicit targeted, relevant feedback to promote trainee development. Introduced 50 years ago, microskills (called microcounseling in psychology) transitioned the mental health education field from a theoretical to a skills-based framework.…”

A Novel Procedure to Pursue Aspired Procurement Negotiation Outcomes Using a Combined MADM Model

“…Most decision-aid models emphasize the determination of a Paretooptimal solution through concessions [32] under limited resources (which are presumably subject to constraints). However, limited resources impose difficulties in determining the Pareto frontier to seek optimal solutions, resulting in suboptimal agreements that deliver inferior outcomes in the conventional approach [20]. To fulfil the shortcomings, Tzeng and Huang [33] proposed a hybrid multiple attribute decision-making (HMADM) model to pursue aspired decision outcomes through continuous improvements.…”

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Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi

“…İletişim becerileri başarının anahtarı olarak görülmekle birlikte (Guffey ve Loewy, 2012), hem kişisel hem de kurumsal performans ile doğrudan bağlantılıdır (Hartman ve McCambridge, 2011). Müzakere sürecinde etkin dinleme ve doğru tekliflerle olumsuz geri dönüşleri önleme gibi iletişim becerileri müzakere performansının önemli becerileri olarak görülmektedir (Smolinski ve Xiong, 2020). Buna bağlı olarak müzakere iletişim becerilerinin müzakere performansını pozitif etkileyeceği düşüncesiyle H2: "Müzakere iletişim becerileri, müzakere performansı üzerinde pozitif etkiye sahiptir" olarak belirlenmiştir.…”