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A proposed model for effective negotiation skill development

Elizabeth Chapman (Eugene W. Stetson School of Business and Economics, Mercer University, Atlanta, Georgia, USA)
Edward W. Miles (J. Mack Robinson College of Business, Georgia State University, Atlanta, Georgia, USA)
Todd Maurer (J. Mack Robinson College of Business, Georgia State University, Atlanta, Georgia, USA)

Journal of Management Development

ISSN: 0262-1711

Article publication date: 14 August 2017

Abstract

Purpose

Previous research on negotiation skills has focused mostly on the negotiation itself and tactics used when bargaining, while little research has examined the process by which people become effective negotiators. The purpose of this paper is to develop an initial model from an intra-organizational perspective to outline the factors that contribute to the development of negotiation skills and behaviors by employees.

Design/methodology/approach

This conceptual paper relies on prior research and existing theory to focus on the types of developmental and learning experiences and processes that lead to the acquisition of three specific types of key negotiation skills and behaviors.

Findings

Distributive, integrative, and adaptable negotiation skills are developed most effectively via different learning and development activities, respectively. Additionally, unique individual difference and situational variables could contribute to particular negotiation behaviors, either directly or via an interaction with developmental experiences.

Practical implications

The paper proposes a model for future testing in which results can provide support for tailored/customized training and development of employee negotiation skills. Providing the correct people with the correct tools in the correct manner is always desirable by practitioners.

Originality/value

This proposed holistic model provides new insights, structure, and suggestions for more research on factors that lead to negotiation skill development and exhibition of effective negotiation behaviors. This paper goes beyond description of negotiation tactics and addresses the various negotiation contexts and the unique skills needed for each. Most importantly, the paper addresses how those skills are uniquely and most effectively developed.

Keywords

Citation

Chapman, E., Miles, E.W. and Maurer, T. (2017), "A proposed model for effective negotiation skill development", Journal of Management Development, Vol. 36 No. 7, pp. 940-958. https://doi.org/10.1108/JMD-01-2016-0002

Publisher

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Emerald Publishing Limited

Copyright © 2017, Emerald Publishing Limited