Framework of Behaviour Training in Digital Negotiations

Marlene Meyer () and Mareike Schoop ()
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Marlene Meyer: University of Hohenheim
Mareike Schoop: University of Hohenheim

Group Decision and Negotiation, 2025, vol. 34, issue 6, No 7, 1437-1461

Abstract: Abstract 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.

Keywords: Negotiation behaviour; Negotiation agents; Digital negotiation; Digital training; NSS (search for similar items in EconPapers)
Date: 2025
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DOI: 10.1007/s10726-025-09951-y

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