Learning to negotiate - The Tactical Negotiation Trainer
- Publication Type
- Contribution to conference
- Authors
- Philipp Melzer, Andreas Reiser, Mareike Schoop
- Year of publication
- 2012
- Published in
- Tagungsband Multikonferenz Wirtschaftsinformatik 2012
- Editor
- Dirk Christian Mattfeld, Susanne Robra-Bissantz
- Pubisher
- Gito
- ISBN / ISSN / eISSN
- 978-3-942183-63-5
- Page (from - to)
- 1847-1858
- Conference name
- Multikonferenz Wirtschaftsinformatik (MKWI)
- Conference location
- Braunschweig
- Conference date
- 29.2.-2.3.2012
- Keywords
- E-Commerce
Practitioners aim to learn how to negotiate, while researchers want to teach negotiations. In order to service both we analysed common problems occurring in negotiations. Based on research on negotiations training, an explanatory and practical design approach is presented. As a result we developed an automated negotiation partner for the negotiation support system Negoisst called the Tactical Negotiation Trainer. It is able to negotiate autonomously, write text messages and present guidance information to the human negotiator.
Involved persons
Involved institutions
- Information Systems I
- Faculty of Business, Economics and Social Sciences
- Institute of Interorganizational Management & Performance