The present research deals with teaching negotiators to improve their skills for creating value. Building upon the literature in cognitive and educational psychology, we examined the effects of reflection and of achievement motivational goals (Learning versus Performance) on the transfer of...

The present research adapts analogical training to teach negotiators broad thought processes for creating value. Recently, specific analogical training, wherein negotiators draw analogies between different cases involving the same strategy, was shown to be effective for learning and transferring...