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Title: The Value of Sub-Goal Analogies to Transfer of Negotiation Strategy Training in Novices: A Methodological Study
Authors: Ilbury, Lucie
Award date: 2012
Abstract: One explanation for lack of training transfer is trainees fail to recognise how and when to apply their learning, if transfer opportunities appear dissimilar to training examples. This suggests value in instructional aides such as analogies to illustrate a task’s underlying principles; however trainees can struggle to interpret analogies appropriately reducing this benefit. The present study developed a method to investigate whether cueing trainees to the shared sub-goal structure of multiple examples of negotiation (sub-goal analogies; SGAs), could increase transfer of negotiation strategy training in novices. Hierarchical Task Analysis (HTA) of negotiation in two job roles was used to identify its sub-goal structure, which informed the design of training and a role play negotiation. A pre-test post-test design was then piloted on 6 novice negotiators, who completed: principle-based, SGA or basic analogy training. Transfer was assessed by independent raters using an outcome and process measure of negotiation strategy in the role play, which novices completed before and after training. The HTA and pilot supported the general efficacy of the method and training approach. However further developments are recommended, before the method could be used to provide definitive answers as to the value of SGAs to transfer of negotiation strategy training.
Type: Dissertation
Level: Masters
Qualification: MSc
Rights: Copyright © the author, 2012
Description: The full text of this dissertation is available only to University of Leicester members. Please log in with your University IT account username and password when prompted.
Appears in Collections:Masters' Dissertations, School of Psychology

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