Jove
Visualize
Contact Us
JoVE
x logofacebook logolinkedin logoyoutube logo
ABOUT JoVE
OverviewLeadershipBlogJoVE Help Center
AUTHORS
Publishing ProcessEditorial BoardScope & PoliciesPeer ReviewFAQSubmit
LIBRARIANS
TestimonialsSubscriptionsAccessResourcesLibrary Advisory BoardFAQ
RESEARCH
JoVE JournalMethods CollectionsJoVE Encyclopedia of ExperimentsArchive
EDUCATION
JoVE CoreJoVE BusinessJoVE Science EducationJoVE Lab ManualFaculty Resource CenterFaculty Site
Terms & Conditions of Use
Privacy Policy
Policies

Related Experiment Videos

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
PubMed
Summary
This summary is machine-generated.

Related Concept Videos

You might also read

Related Articles

Articles linked to this work by shared authors, journal, and citation graph.

Sort by
Same author

Intestinal motility shapes spatiotemporal patterns of enterohemorrhagic <i>Escherichia coli</i> colonization and virulence gene expression in the host gut.

Infection and immunity·2026
Same author

Using Mixed Methods Research to Optimize Healthy Lifestyle Intervention Adaptation for Web-based Delivery: A Pragmatic Approach.

Journal of mixed methods research·2026
Same author

Fertility in lactating dairy cows following timed embryo transfer with fresh in vitro-produced embryos derived from conventional or sex-sorted semen.

Journal of dairy science·2025
Same author

Optimizing Exposure Measures in Large-Scale Household Air Pollution Studies: Results from the Multicountry HAPIN Trial.

Environmental science & technology·2025
Same author

Wildlife health surveillance: gaps, needs and opportunities.

Revue scientifique et technique (International Office of Epizootics)·2023
Same author

Background shielding by dense samples in low-level gamma spectrometry.

Applied radiation and isotopes : including data, instrumentation and methods for use in agriculture, industry and medicine·2022
Same journal

Anxiety modulates voluntary attentional orienting to emotional gaze cues: Eye movements for pro- and anti-saccades.

Psychonomic bulletin & review·2026
Same journal

Faster key-press responses to front vowels than back vowels when matching heard vowels with represented vowels.

Psychonomic bulletin & review·2026
Same journal

Testing the interleaving effect without response bias: A forced-choice reevaluation of Kornell and Bjork (2008).

Psychonomic bulletin & review·2026
Same journal

The impact of social interaction on abstract concepts.

Psychonomic bulletin & review·2026
Same journal

The role of eye movements and covert shifts of attention in working and long-term memory retrieval.

Psychonomic bulletin & review·2026
Same journal

The effect of source expertise on the persuasiveness and sharing of health information on social media: A systematic review.

Psychonomic bulletin & review·2026
See all related articles

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.

Related Experiment Videos

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.