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Published on: February 19, 2018
Analogical encoding facilitates knowledge transfer in negotiation
J Loewenstein1, L Thompson, D Gentner
1Department of Psychology, Northwestern University, Evanston, IL 60208-2710, USA. loewenstein@nwu.edu
Psychonomic Bulletin & Review
|February 22, 2000
Summary
Comparing examples aids knowledge transfer in negotiations. This analogy training helps people learn better strategies for future situations.
Area of Science:
- Cognitive Psychology
- Learning Sciences
- Decision Science
Background:
- Learners often struggle to apply knowledge to new situations.
- Comparing multiple examples can facilitate schema abstraction and knowledge transfer.
Purpose of the Study:
- To investigate the impact of analogical encoding on knowledge transfer in negotiation.
- To determine if comparing analogous cases improves the application of learned negotiation strategies.
Main Methods:
- Two experiments were conducted involving undergraduate and graduate management students.
- Participants received analogy training, either by comparing cases or viewing them separately.
- Negotiation performance was assessed based on strategy selection and application.
Main Results:
- Analogy training significantly increased the likelihood of proposing optimal negotiation strategies.
- Participants comparing two cases were more likely to apply learned strategies than those viewing cases separately.
- The comparison process enhanced strategy abstraction for both novices and experienced individuals.
Conclusions:
- Analogical encoding, particularly through case comparison, is an effective method for promoting knowledge transfer in negotiation.
- Abstracting principles from compared instances improves the application of learned strategies in new contexts.
- This approach offers an efficient way to enhance negotiation skills for diverse learner groups.
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