Over the last four decades, the field of negotiation has become a fully recognized academic discipline around the world and negotiation courses and competitions have become increasingly popular. Although it is believed that negotiators may be trained and that negotiation is a skill that can be taught and evaluated, the question of how to assess negotiation performance systematically and comprehensively remains largely unanswered. This article proposes a negotiation competency model for evaluating negotiation performance. The model includes a set of selected negotiation competencies together with proficiency levels and their behavioral indicators. Our goal is to help scholars design more effective negotiation courses and fairer negotiation competitions, improve negotiation pedagogy, and train negotiators who are well prepared to handle conflicts in our increasingly complex society.

中文翻译：

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寻找主要谈判者：谈判能力模型

在过去的四十年中，谈判领域已成为全球公认的学术学科，并且谈判课程和竞赛越来越受欢迎。尽管人们认为可以对谈判人员进行培训，并且谈判是一种可以教授和评估的技能，但是如何系统，全面地评估谈判绩效的问题仍然悬而未决。本文提出了一种用于评估谈判绩效的谈判能力模型。该模型包括一组选定的谈判能力以及熟练程度及其行为指标。我们的目标是帮助学者设计更有效的谈判课程和更公平的谈判比赛，改善谈判教学法，