Abstract
A number of negotiation training systems have been developed to improve people’s performance in negotiation. They mainly focus on the skills development, and less on negotiation understanding and improving self-efficacy. We propose a virtual reality negotiation training system that exposes users to virtual cognitions during negotiation with virtual characters with the aim of improving people’s negotiation knowledge and self-efficacy. The virtual cognitions, delivered as a personalized voice-over, provide users with a stream of thoughts that reflects on the negotiation and people’s performance. To study the effectiveness of the system, a pilot study with eight participants was conducted. The results suggest that the system significantly enhanced people’s knowledge about negotiation and increased their self-efficacy.
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Ding, D., Burger, F., Brinkman, WP., Neerincx, M.A. (2017). Virtual Reality Negotiation Training System with Virtual Cognitions. In: Beskow, J., Peters, C., Castellano, G., O'Sullivan, C., Leite, I., Kopp, S. (eds) Intelligent Virtual Agents. IVA 2017. Lecture Notes in Computer Science(), vol 10498. Springer, Cham. https://doi.org/10.1007/978-3-319-67401-8_14
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DOI: https://doi.org/10.1007/978-3-319-67401-8_14
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