Enhancing Strategic Sophistication: A Novel Approach for Expert Negotiators and Non-Experts

• DOI: 10.2139/ssrn.4697704
• Publication Date: 2024-01-17T08:18:35Z
• Authors: Luca Polonio; Francesco Di Grut...; Sibilla Di Guida; Francesca Maggi; Marzio Alessi; Salvatore Crescenzi; Davide Caironi; Paolo Andrea Pra...; Emiliano Ricciardi; Davide Marchiori
• Keywords: Sophistication; Subject-matter expert; Compromise

A distinctive aspect of human intelligence lies in its capacity to optimize decision-making interactive settings based on the potential actions others, a phenomenon known as strategic sophistication. This ability is pivotal interactions, where predicting others' actions, anticipating their beliefs about our possible and making decisions such are essential. competence holds particular relevance negotiation, achieving compromise between demand offer necessitates thorough understanding counterpart's true objectives compromises they would be willing accept. Despite extensive behavioral research revealing flaws there's limited knowledge differences thinking abilities expert negotiators those not primarily involved negotiation within professional domain. Additionally, little for enhancing sophistication any variations learn behavior compared individuals inexperienced negotiation. In this innovative study, both non-expert given opportunity through specially designed app aimed at improving skills complex environments. Using between-subject design, we compare learning achieved by after training with app. Analysis choice belief elicitation data reveals that practicing significantly increases participants' abilities. Crucially, improvement more notable among negotiators, indicating greater adaptability feedback received during phase. Our findings new insights into factors influencing interactions shed light no experience Finally, results emphasize app's effectiveness across individuals, irrespective initial