... findings are used to develop and test a comprehensive negotiation training program. Design/methodology/approach Twenty-seven practitioners from one of the world’s largest labor unions were interviewed to identify the requirements of effective LMN, resulting in 796 descriptions of single behaviors from...

...Ian M. Borton; Gregory Dennis Paul Purpose This study aims to better understand the socialization process individuals undergo when training to become a conflict mediator. Design/methodology/approach This paper presents an analysis of Michigan’s state-wide training guidelines, training...

... when the conflict occurs. Design/methodology/approach Questionnaire surveys were collected from 361 full‐time life insurance salespeople in Taiwan. Findings The results indicate that compensation, training, and marketing policy may affect salespeople's selling decisions. Originality/value...