In search of master negotiators : a negotiation competency model
- 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.
Document Type: | Article |
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Language: | English |
Author: | Remigiusz SmolinskiORCiD, Yun Xiong |
Center: | Center for International Negotiation (CIN) |
DOI: | https://doi.org/10.1111/nejo.12332 |
Parent Title (English): | Negotiation journal |
ISSN: | 0748-4526 |
Volume: | 36 |
Issue: | 3 |
Year of Completion: | 2020 |
First Page: | 365 |
Last Page: | 388 |
Tag: | Behavioral indicators; Competency model; Negotiation; Negotiation competition; Negotiation pedagogy |
Content Focus: | Academic Audience |
Peer Reviewed: | Yes |
Rankings: | AJG Ranking / 3 |
VHB Ranking / C | |
SJR Ranking / Q3 | |
Licence (German): | Creative Commons - CC BY - Namensnennung 4.0 International |