We examined whether encouraging managers to attend to underlying principles in negotiation training examples rather than contextual specifics fosters openness to learning and enhances subsequent knowledge transfer to new negotiation situations. In an experimental study, 420 managers read a negotiation case study example set in a familiar or unfamiliar industry and answered either broadening or narrowing questions about an example. Managers given broadening questions about an example set in an unfamiliar industry were more open to learning than managers who were asked narrowing questions about an example set in a familiar industry. Openness to learning in turn fostered successfully applying the key negotiation principle to resolve a subsequent face‐to‐face negotiation. The findings suggest that negotiation training for professionals is unlikely to meet its intended purpose if it relies on offering managers examples set in their own industries and encouraging them to answer questions about the contextual specifics of those examples.

中文翻译：

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开放学习：鼓励泛化促进谈判中的知识转移

我们研究了是否鼓励管理人员参加谈判培训示例中的基本原则，而不是根据上下文具体情况来培养学习的开放性，并促进随后的知识转移到新的谈判情况中。在一项实验研究中，有420位管理者阅读了熟悉或不熟悉的行业中的谈判案例研究示例，并回答了有关示例的扩大或缩小问题。与被问及对熟悉的行业中的示例问题提出狭窄问题的经理相比，对不熟悉的行业中的示例问题提出了广泛问题的经理们更易于学习。开放的学习反过来促进了成功运用关键谈判原则来解决随后的面对面谈判。