Negotiation as an interpersonal skill: Generalizability of negotiation outcomes and tactics across contexts at the individual and collective levels

Martín‐Raugh, Michelle P.; Kyllonen, Patrick C.; Hao, Jiangang; Bacall, Adam; Becker, Dovid; Kurzum, Christopher; Yang, Zhitong; Yan, Fred; Barnwell, Patrick

doi:10.1016/j.chb.2019.03.030

Cited by 15 publications

(9 citation statements)

References 26 publications

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“…This study focused on analyzing the skills and attributes of procurement negotiations by considering procurement professionals' perceptions. Like any other business negotiator, procurement negotiators must possess some skills and attributes to be comfortable and reach an acceptable conclusion when negotiation is on the table (Martin-Raugh et al, 2020). Based on the main findings of our study, the observed attributes and skills of procurement negotiators are quite helpful as proposed for other specific jobs (Lazear, 2009) in ensuring that the best outcomes of negotiation might be obtained to enhance the welfare of an organization through the best procurement deals.…”

Section: Conclusion and Recommendationsmentioning

confidence: 59%

“…A p-value of less than 0.001 and β 5 0.67 imply that a unit increase in communication skills contributes to procurement negotiators' skills by 0.67 unit. Generally, communication skills are essential in school and workplace contexts (Martin-Raugh et al, 2020). They are also vital for procurement professionals from different perspectives.…”

Section: Skills and Attributes Of Negotiatorsmentioning

confidence: 99%

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Procurement professionals' perceptions of skills and attributes of procurement negotiators: a cross-sectional survey in Tanzania

Mwagike

Changalima

2021

IJPSM

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PurposeThis paper analyzes procurement negotiators' skills and attributes by considering perceptions of procurement professionals in Tanzania.Design/methodology/approachThis study employed a cross-sectional research design in which procurement professionals' opinions were collected through questionnaires. The study proposed that the skills and attributes of procurement negotiators are necessary for negotiation proceedings, and they were tested through confirmatory factor analysis.FindingsFindings suggest that listening skills, persuasion skills, communication skills and planning skills are all important skills that contribute to overall procurement negotiation skills. Furthermore, trust, flexibility, honesty and emotion are statistically determined to be necessary attributes for procurement negotiators. All of the observed variables were statistically significant (p < 0.001) and contributed positively to explaining the skills and attributes of procurement negotiators.Research limitations/implicationsThe sample included only respondents from a single country. This may affect the generalization of results as there is a variation in institutional regulatory compliance governing public procurement undertakings in different countries. Also, the study did not include the outcome of negotiation proceedings and relied only on opinions collected from the procurement professionals in Tanzania.Practical implicationsThis study's findings provide suggestions for practitioners on the necessary skills and attributes of procurement negotiators that might be well considered when appointing members of negotiation teams for procurement deals.Originality/valueThis paper adds value to the existing literature on the necessary skills and attributes of members of negotiation teams for procurement undertakings in the public sector.

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Section: Conclusion and Recommendationsmentioning

confidence: 59%

Section: Skills and Attributes Of Negotiatorsmentioning

confidence: 99%

Procurement professionals' perceptions of skills and attributes of procurement negotiators: a cross-sectional survey in Tanzania

Mwagike

Changalima

2021

IJPSM

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“…This could be because the individual has more or less interest or prior knowledge with the task or domain or because they are paired with teammates with a different set of personalities. Recent work has explored stability of profiles or CPS skills across tasks and found mixed results, with one showing evidence for generalizability of negotiation skills across tasks ( Martin-Raugh et al 2020 ) and another showing fewer than half of participants (37%) showing behaviors associated with the same CPS skill profile across mathematics and physics tasks ( Andrews-Todd et al 2021 ). Future work will be needed to continue exploring the extent to which CPS skill profiles may be stable across different contexts, as the generalizability of individuals’ CPS skills across contexts may depend on a number of factors (e.g., task type, task domain, group size, teammate personalities, communication modality) ( Andrews-Todd and Forsyth Forthcoming ).…”

Section: Discussionmentioning

confidence: 99%

Exploring Automated Classification Approaches to Advance the Assessment of Collaborative Problem Solving Skills

et al. 2022

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Competency in skills associated with collaborative problem solving (CPS) is critical for many contexts, including school, the workplace, and the military. Innovative approaches for assessing individuals’ CPS competency are necessary, as traditional assessment types such as multiple -choice items are not well suited for such a process-oriented competency. In a move to computer-based environments to support CPS assessment, innovative computational approaches are also needed to understand individuals’ CPS behaviors. In the current study, we describe the use of a simulation-based task on electronics concepts as an environment for higher education students to display evidence of their CPS competency. We further describe computational linguistic methods for automatically characterizing students’ display of various CPS skills in the task. Comparisons between such an automated approach and an approach based on human annotation to characterize student CPS behaviors revealed above average agreement. These results give credence to the potential for automated approaches to help advance the assessment of CPS and to circumvent the time-intensive human annotation approaches that are typically used in these contexts.

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“…EP is directly related to the profitability of the new business created by college students and the future development decisions made by student entrepreneurs, and a good EP is a key for the new business to maintain its competitive advantages in the market [13][14][15][16]. For student entrepreneurs, IS are a basic and necessary ability to build their social networks and gain entrepreneurial resources [17][18][19][20][21], therefore, IS have certain influence on EP, and it's needful to explore the mechanism of such influence.…”

Section: Introductionmentioning

confidence: 99%

The Correlation Between College Students’ Interpersonal Skills and Their Entrepreneurial Performance

Liu¹,

Dong²,

Li³

2022

Int. J. Emerg. Technol. Learn.

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For college students, interpersonal skills (IS) are very necessary for them to build social networks and gain entrepreneurial resources, the level of their IS has a certain influence on their entrepreneurial performance (EP), and it’s needful to explore the mechanism of such influence. For this reason, this paper studied the correlation between college students’ IS and EP. At first, the paper gave a theoretical framework for analyzing the said influence mechanism. Then, focusing on the synchronization of IS and EP, this paper used the entropy to measure the sync correlation between the two, so as to quantify the joint improvement speed of the two, and six quantitative indicators had been adopted in the paper, including multi-scale sample entropy, multi-scale fuzzy entropy, cross-sample entropy, transfer entropy, de-trend correlation coefficient, and temporal correlation. At last, relevant experiments were conducted and the analysis results of the correlation between the two were given.

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Negotiation as an interpersonal skill: Generalizability of negotiation outcomes and tactics across contexts at the individual and collective levels

Cited by 15 publications

References 26 publications

Procurement professionals' perceptions of skills and attributes of procurement negotiators: a cross-sectional survey in Tanzania

Procurement professionals' perceptions of skills and attributes of procurement negotiators: a cross-sectional survey in Tanzania

Exploring Automated Classification Approaches to Advance the Assessment of Collaborative Problem Solving Skills

The Correlation Between College Students’ Interpersonal Skills and Their Entrepreneurial Performance

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