Effectiveness of In‐Person Versus Online Negotiation Teaching for Practitioners

Abstract

Most negotiation courses have been taught in person. However, online education has become more prevalent over the past decade due to its flexibility, cost and time efficiency, and new digital technologies designed to compensate for the lack of personal contact. The global pandemic has accelerated this trend, raising the question of whether negotiation courses taught online are as effective as those taught in person. The few studies that have examined the effect of teaching modality on student performance were limited to undergraduate and graduate student samples and the results have been mixed. To contribute to this discussion, we conducted two studies with practitioners to examine whether online or in‐person instruction is more effective for teaching negotiation skills to experienced negotiators.