Framework of Behaviour Training in Digital Negotiations
Bibliographic Data
| ID | 21585018 |
|---|---|
| Authors | Marlene Meyer (0000-0003-2229-6933, University of Hohenheim, corresponding author), Mareike Schoop (0000-0002-2232-9929, University of Hohenheim) |
| Year | 2025 |
| Volume | 34 |
| Issue | 6 |
| Pages | 1437-1461 |
| Publication date | 2025-12-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Group Decision and Negotiation (JOURNAL) |
| Journal identifiers | ISSN: 0926-2644 • E-ISSN: 1572-9907 |
| Publisher | Springer Science and Business Media LLC (PUBLISHER) |
| DOI | 10.1007/s10726-025-09951-y |
| OpenAlex | W4414339986 |
| Language | EN |
| References cited | 46 |
In order to act and to react effectively in (digital) negotiations, it is essential that negotiators recognise and apply diverse negotiation behaviour. However, there is a lack of research regarding IT-based training tools that support negotiators in implementing such behaviour. Consequently, training becomes essential for acquiring the skills to recognise and apply various negotiation approaches. Our objective is to enhance the accessibility of IT-based training for novice negotiators. The training employs software agents capable of exhibiting different negotiation behaviour, thereby enabling negotiators to identify these patterns and respond appropriately during business negotiations. The training encompasses business negotiations with a variety of negotiation partners representing businesses. An artefact was designed and implemented in accordance with the principles and methodologies of design science research. The artefact underwent empirical evaluation through surveys, wherein negotiators identified specific displayed behaviour and reflected upon their individual learning outcomes. Despite the inherent complexity of negotiation behaviour training, novice negotiators were able to successfully recognise behaviour whilst maintaining a consistently high level of intrinsic motivation. Furthermore, the study demonstrated positive effects on learning outcomes
Empirical research · Negotiation · Information and Cyber Security · Information Systems Theories and Implementation · Team Dynamics and Performance
Self-Determination Theory
The relation between 21st-century skills and digital skills
Intrinsic Motivation and Self-Determination in Human Behavior
Gamification of Electronic Negotiation Training
The Effect of Perspective-Taking on Trust and Understanding in Online and Face-to-Face Mediations
Why It Pays to Get Inside the Head of Your Opponent
Intrinsic motivation and the effects of self‐consciousness, self‐awareness, and ego‐involvement
Relation of reward contingency and interpersonal context to intrinsic motivation
On feeling good and getting your way
Measuring individual differences in empathy
Control and information in the intrapersonal sphere
The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration
| Citation velocity | historical |
|---|---|
| Highly cited | No |