Implications for improved training design

  • Assistant Professor
    Soliman, Dr Cherine
    American Univeristy in Dubai
  • Nicolas Antheaume, France
  • Arnaud Stimec, France


This paper presents the subset of a research work on the enhancement of cooperation in negotiation with a focus on the intra-organizational context. The research presented here studies how a given design for training can, or not, take into account the diversity of profiles of the attendees. We start by reviewing best practice recommendations in the literature for the design of negotiation training, and whether they take into account, or not, the diversity of individual profiles and learning abilities. We then put these recommendations into practice by designing a training course, training attendees and monitoring the impact of the training on them. We observe that, based on their profile, and on the ability to close the gap between how they are perceived and how they perceive themselves, the impact of the training differs from one individual to the other. We draw a typology of negotiator styles and of their ability to learn. This enables us to suggest improvements in the design of negotiation training, to increase the impact of the training on each type of attendee, based on his negotiation style and ability to learn


negotiation learning, typology, training, cooperation, behavior change

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