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O ur review of the learning and training literature revealed four common methods for training people to be more effective negotiators: didactic learning, learning via information revelation, analogical learning, and observational learning. We tested each of these methods experimentally in an experiential context and found that observational learning and analogical learning led to negotiated outcomes that were more favorable for both parties, compared to a baseline condition of learning throughdoi:10.1287/mnsc.49.4.529.14431 fatcat:lv5oywegsngzfmko7riisf6jgu