The present research adapts analogical training to teach negotiators broad thought processes for creating value. Recently, specific analogical training, wherein negotiators draw analogies between different cases involving the same strategy, was shown to be effective for learning and transferring...

We set out to find ways to help decision makers overcome the "winner's curse," a phenomenon commonly observed in asymmetric information bargaining situations, and instead found strong support for its robustness. In a series of manipulations of the "Acquiring a Company Task," we tried to enhance...