From research to application: Utilizing research findings in negotiation training programs

This article discusses a project that uses research findings in negotiation training programs. Results from more than 100 published articles were organized by thematic categories and summarized in the form of twelve narrative statements. The narratives were used by trainees in applied exercises that featured three simulated professional roles: analyst, strategist, and designer of simulations. Three workshops were conducted, two with United Nations' diplomats and one with students in a university graduate program. Results showed that all participants were positive about the usefulness of the narratives, the ease of execution of the roles, and the case exercises. However, the analyst and strategist roles were easier to execute than the designer role. The graduate students in the longer university workshop produced better group products (in each role) than did the diplomats in the shorter sessions. Participants from both types of sessions indicated that the experience had substantial long-term impact on their subsequent professional work. The article concludes with a discussion of some of the innovative aspects of the project, some lessons learned, and next steps to be taken.