A Systematic Approach to Evaluating the Effects of Collaborative Negotiation Training on Individuals and Groups

Negotiation training evaluation tends to be short-term, aspectual and piecemeal; evaluations often focus on only one or two salient outcomes of training. This essay presents a model for negotiation training evaluation research that offers a broad conceptualization of the hypothesized individual and group-level effects of training in collaborative negotiation. The model assesses change at the individual level in conflict-related cognitions, attitudes, affect and behaviors; and at the group level in conflict outcomes and work climate. The Negotiation Evaluation Survey (NES), a time-delayed, multi-source feedback approach to assessment and development, is presented as a means of addressing some of the conceptual and methodological problems inherent in more common methods of training evaluation. An illustrative assessment of one model of collaborative negotiation training for adults, the Coleman/Raider Model, is presented. The results, implications, and future research challenges are discussed.