Abstract
In everyday life, we usually negotiate intuitively with each other. However, especially through important negotiations, e.g., business negotiations, an optimal outcome is desirable. By preparing the negotiation and training how to negotiate in various conflicts, the negotiation knowledge can be improved and thus negotiators can be more successful in negotiations. 112 Students in higher education were supported in a course and an electronic negotiation training. To examine how students learned negotiation styles, a study was conducted to determine the bias between what they learned and how they applied in electronic negotiations. As a result, the students confirmed that they learned negotiation styles, however, most of them could not identify their own and their counterpart’s styles. Thus, a more individualised training in the course and in the electronic training according to the negotiation styles and negotiation strategies has to be adapted.
Recommended Citation
Meyer, Marlene, "An Explorative Study of the Usage of Negotiation Styles in Higher Education" (2022). UK Academy for Information Systems Conference Proceedings 2022. 10.
https://aisel.aisnet.org/ukais2022/10