Assessing negotiators' performance - a negotiation-analytic evaluation system

Scholary Paper aus dem Jahr 2004 im Fachbereich Psychologie - Arbeit, Betrieb, Organisation und Wirtschaft, Note: 1,0, Freie Universität Berlin, 8 Eintragungen im Literaturverzeichnis, Sprache: Englisch, Abstract: Negotiation trainings are usually case study based. This paper presents a computer-based evaluation system to assess the performance of negotiators in negotiation-analytic case studies. The system thereby serves as a way to reinforce learning objectives of the course and to deliver a graphical comparison of performance between the participants. The evaluation system was developed for three types of cases: easy oneissue cases, more complex two-issue cases and most realistic multipleissue cases. Most important feature of the MS-Excel based evaluation system is to show participants, that most negotiation settings are nonzero sum games. In these settings contract combinations exist, which result in more benefits for both parties. The theoretical basis for zero-sum and non-zero sum settings are discussed in this paper as well.