Is it really possible to train people to be better negotiators with just a day or two of instruction?

Published July 8th, 2008 by Hal Movius

Although the evidence is scant, a review of studies on this topic suggests that changes in both knowledge and behavior are possible from negotiation training. There is evidence from other training literature that the relevance of the training to topics at hand can increase gains. Therefore CBI believes that careful assessment and tailoring of materials is essential for training success. We also believe that for most organizations and teams, training alone is not enough. Effective follow up can help the organization to integrate effective negotiation practice into current business processes, to align performance incentives with negotiation success criteria, and to provide coaching and learning opportunities in real time for negotiators.