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Article de revue:
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Clé de citation BibTeX: Loewenstein1999
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Loewenstein, J., Thompson, L., & Gentner, D. (1999). Analogical encoding facilitates knowledge transfer in negotiation. Psychonomic Bulletin & Review, 6(4), pp. 586–597.
Ajoutée par: Sterenn Audo 2008-01-22 13:20:06
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Résumé
Information learned in one situation often fails to transfer to a similarly structured situation. However,
prior findings suggest that comparing two or more instances that embody the same principle can
promote abstraction of a schema that can be transferred to new situations. In two lines of research, we
examined the effects of analogical encoding on knowledge transfer in negotiation situations. In Experiment
1, undergraduates were more likely to propose optimal negotiation strategies and less likely
to propose compromises (a suboptimal strategy) when they received analogy training. In Experiment 2,
graduate management students who drew an analogy from two cases were nearly three times more
likely to incorporate the strategy from the training cases into their negotiations than were students
given the same cases separately. For both novices and experienced participants, the comparison process
can be an efficient means of abstracting principles for later application.
Ajoutée par: Sterenn Audo
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Idées
pdf dispo
Ajoutée par: Sterenn Audo
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