Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/335141 
Authors: 
Year of Publication: 
2025
Citation: 
[Journal:] Group Decision and Negotiation [ISSN:] 1572-9907 [Volume:] 34 [Issue:] 6 [Publisher:] Springer Netherlands [Place:] Dordrecht [Year:] 2025 [Pages:] 1437-1461
Publisher: 
Springer Netherlands, Dordrecht
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.
Subjects: 
Negotiation behaviour
Negotiation agents
Digital negotiation
Digital training
NSS
Persistent Identifier of the first edition: 
Creative Commons License: 
cc-by Logo
Document Type: 
Article
Document Version: 
Published Version

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