Concepedia

Negotiation Skill Development

Negotiation Skill Development is a structured pedagogical framework designed to enhance an individual’s proficiency in vendor negotiation through systematic training in strategic communication, conflict resolution, and value-creation tactics.

117

Publications

4.9K

Citations

223

Authors

130

Institutions

Publications per year

2017–2026

18

Parents

Publications

117

Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer

Janice Nadler, Leigh Thompson, Leaf Van Boven · Management Science · 2003 · 317 citations

, , +14

EFFECTS OF SELF‐EFFICACY and GOAL‐ORIENTATION TRAINING ON NEGOTIATION SKILL MAINTENANCE: WHAT ARE THE MECHANISMS?

Cynthia Kay Stevens, Marilyn E. Gist · Personnel Psychology · 1997 · 297 citations

, , +11

Gender differences in the acquisition of salary negotiation skills: The role of goals, self-efficacy, and perceived control.

Cynthia Kay Stevens, Anna G. Bavetta, Marilyn E. Gist · Journal of Applied Psychology · 1993 · 252 citations

, , +10

Improving negotiation effectiveness under final offer arbitration: The role of selection and training.

Max H. Bazerman, Margaret A. Neale · Journal of Applied Psychology · 1982 · 227 citations

, , +12

The influence of experience on negotiation performance

Leigh Thompson · Journal of Experimental Social Psychology · 1990 · 139 citations

, , +11

1–5 of 117

Authors

223

  1. LT
    Leigh Thompson

    Northwestern University, United States

    7 publications · 672 citations

    7

    h-index

  2. AS
    Andrea Schneider

    Marquette University, United States

    4 publications · 130 citations

    4

    h-index

  3. JL
    Jeffrey Loewenstein

    Northwestern University, United States

    3 publications · 92 citations

    3

    h-index

  4. SM
    Simone Moran

    Ben-Gurion University of the Negev, Israel

    3 publications · 131 citations

    3

    h-index

  5. ME
    Marilyn E. Gist

    University of Washington, United States

    3 publications · 576 citations

    3

    h-index

1–5 of 223

Institutions

130

  1. Harvard University

    Cambridge, United States

    9 h-index

    13 publications

    499 citations

  2. Harvard University Press

    Cambridge, United States

    5 h-index

    5 publications

    96 citations

  3. Marquette University

    Milwaukee, United States

    4 h-index

    5 publications

    140 citations

  4. University of Washington

    Seattle, United States

    4 h-index

    5 publications

    668 citations

  5. University of Michigan

    Ann Arbor, United States

    3 h-index

    9 publications

    688 citations

  6. Northwestern University

    Evanston, United States

    3 h-index

    4 publications

    709 citations

  7. University of Maryland, College Park

    College Park, United States

    3 h-index

    3 publications

    324 citations

  8. Ben-Gurion University of the Negev

    Beersheba, Israel

    3 h-index

    6 publications

    280 citations

1–8 of 130

Venues

  1. Negotiation Journal

    23 publications · 851 citations

    17

    h-index

  2. Journal of Applied Psychology

    7 publications · 677 citations

    7

    h-index

  3. International Negotiation

    4 publications · 120 citations

    4

    h-index

  4. Journal of Education for Business

    4 publications · 139 citations

    4

    h-index

  5. Negotiation and Conflict Management Research

    NCMR · 4 publications · 88 citations

    4

    h-index

1–5