Mindset-Oriented Negotiation Training (MONT): Teaching more than skills

Critics have claimed that there still is room for systematic improvements in the effectiveness of negotiation trainings. We propose that adding mindset development to the goals of these trainings would increase their effectiveness by enabling the participants to more successfully transfer their acquired skills from the class room to the real world. We present a concept for an integrative negotiation mindset that comprises three orientations: a collaborative, a curious, and a creative one. In order to train mindsets, we recommend the following activities:
1. practicing negotiation skills repeatedly by performing negotiation role-plays (which often focus on cognitive training elements) and simple improvisation theatre exercises (which include emotional, motivational, and cognitive training elements)
2. writing reflection journals discussing cognitive, emotional, motivational experiences during training and real life negotiations
3. writing own negotiation exercises
4. getting feedback by peers or professional coaches regarding personal negotiation strengths, weaknesses, and blind spots.

Sprecher: Ade, V., Weitere*r Koautor*in:Trötschel, R., Harinck, F.