Peer Observation: An Approach to Negotiation Training

Abstract

This study considers the use of peer observational learning experiences to improve the teaching of negotiation. The paper examines observational learning in the context of Bandura’s Social Cognitive Theory to enhance the efficacy of an observational learning experience. Despite data limitations from a small sample and the use of multiple negotiation exercises, each of these data sources provides some support for the peer observation experience and the use of triangulated data sources to measure this effect. The primary conclusion is that further research is needed to consider how to optimize the learning benefit of the observation exercise.