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A Framework for Gamified Electronic Negotiation Training

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Group Decision and Negotiation: Behavior, Models, and Support (GDN 2019)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 351))

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Abstract

The continual digitalisation of business processes requires individuals nowadays to learn to negotiate electronically. Negotiation trainings frequently use negotiation support systems (NSSs) to facilitate the development of electronic negotiation skills. Current NSSs offer a rich set of support functions but fail to provide constructive feedback to the learners regarding their negotiation performance, i.e., whether they reached a good agreement or how they can improve. To address this gap, the current paper suggests a novel approach for electronic negotiation trainings by including game elements in an NSS, thereby offering feedback and increasing the motivation and engagement of negotiators. The requirements for the design of such a gamified NSS are based on an integrative literature review on the state of electronic negotiation training, motivation theories, and gamification. Finally, we present a new framework for electronic negotiation training offering constructive feedback and motivational incentives as part of the NSS. Both elements are expected to enhance learners’ engagement and improve their learning outcomes when participating in such an electronic negotiation training.

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Acknowledgements

We gratefully acknowledge the funding provided by the Faculty of Business, Economics, and Social Sciences at the University of Hohenheim within the research area “Negotiation Research - Transformation, Technology, Media, and Costs”.

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Authors and Affiliations

  1. Department of Information Systems I, University of Hohenheim, Stuttgart, Germany

    Andreas Schmid & Mareike Schoop

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  1. Andreas Schmid
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Correspondence to Andreas Schmid .

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Editors and Affiliations

  1. CDSID - Center for Decision Systems and Information Development, Universidade Federal de Pernambuco (UFPE), Recife, Brazil

    Danielle Costa Morais

  2. Loughborough University, Loughborough, UK

    Ashley Carreras

  3. CDSID - Center for Decision Systems and Information Development, Universidade Federal de Pernambuco (UFPE), Recife, Brazil

    Adiel Teixeira de Almeida

  4. University of Vienna, Vienna, Austria

    Rudolf Vetschera

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Schmid, A., Schoop, M. (2019). A Framework for Gamified Electronic Negotiation Training. In: Morais, D., Carreras, A., de Almeida, A., Vetschera, R. (eds) Group Decision and Negotiation: Behavior, Models, and Support. GDN 2019. Lecture Notes in Business Information Processing, vol 351. Springer, Cham. https://doi.org/10.1007/978-3-030-21711-2_16

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