Analogical Learning in Negotiation Teams : Comparing Cases Promotes Learning and Transfer

@inproceedings{Loewenstein2003AnalogicalLI,
  title={Analogical Learning in Negotiation Teams : Comparing Cases Promotes Learning and Transfer},
  author={Jeffrey Loewenstein and LEIGH THOMPSON DEDRE},
  year={2003}
}
We used structure-mapping theory (Gentner, 1983) to study learning in negotiation teams. We instructed some teams to compare two training cases and identify a key negotiation principle; other teams were given the same two cases to study and analyze separately. Teams who compared the two cases during the training period were more likely to transfer a key value-added strategy to a novel face-to-face, two-party negotiation situation than were teams who analyzed the same two cases separately. In… CONTINUE READING

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