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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.

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Document Type:Article
Author:Remigiusz SmolinskiORCiD, Yun Xiong
Center:Center for International Negotiation (CIN)
Parent Title (English):Negotiation journal
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):License LogoCreative Commons - CC BY - Namensnennung 4.0 International