In Search of Master Negotiators: A Negotiation Competency Model (PDF)

This paper systematically derives and summarizes the evaluation criteria we use in our international negotiation competitions for students and professionals. They are based on a systematic literature review connecting observable negotiation behavior with their impact on negotiation outcomes and summarized in a negotiation competency model. 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.

Source: (PDF) In Search of Master Negotiators: A Negotiation Competency Model

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