Even though experience was found to improve decision-making in several tasks, there are instances in which learning is ineffective. The current paper studies one example of the last category, namely the persisting tendency of negotiators in bilateral bargaining under asymmetric information to...

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...