In Search of Master Negotiators: A Negotiation Competency Model. Issue 3 (8th July 2020)

• Record Type: Journal Article
• Authors: Smolinski, Remigiusz; Xiong, Yun
• Is Part Of: Negotiation journal. Volume 36:Issue 3(2020)
• Page Start: 365
• Page End: 388
• Publication Date: 2020-07-08
• Subjects: negotiation -- competency model -- behavioral indicators -- negotiation competition -- negotiation pedagogy; Conflict management -- Periodicals; Negotiation -- Periodicals; Dispute resolution (Law) -- Periodicals; 302.3
• DOI: 10.1111/nejo.12332
• Languages: English
• ISSNs: 0748-4526

Abstract

Abstract : 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.