Strategic adaptability negotiation training in purchasing and supply management: A multi-method instructional approach

Abstract

Strategic adaptability -a key competency in Purchasing and Supply Management- is the ability to switch between integrative and distributive negotiation strategies when needed. Although its importance has been widely recognized, there remains a notable absence of dedicated training specifically designed to educate Purchasing and Supply Management students and professionals in recognizing and applying strategic adaptability during negotiations. This paper introduces a training program to fill this gap. At its core, the training utilizes a blend of educational learning methods, including observational learning. It features short video clips of condensed negotiation scenarios, which provide practical insights into strategy adjustments and their effects. Feedback from students supports the engagement and efficacy of this multi-method training approach. Aiding its practical implementation, all materials are freely accessible and can be found in the Supplementary materials.