Towards Individual Negotiation Training for Negotiation Support Systems

Publication Type
Contribution to conference
Authors
Philipp Melzer, Mareike Schoop
Year of publication
2014
Published in
Group Decision and Negotiation Conference 2014
Editor
Pascale Zaraté, Guy Camilleri, Daouda Kamissoko, Frédéric Amblard
ISBN / ISSN / eISSN
978-2-917490-27-3
Page (from - to)
40-45
Conference name
Group Decision and Negotiation (GDN)
Conference location
Toulouse, France
Conference date
10.06.2014-13.06.2014
Abstract

Negotiation support systems (NSSs) are complex systems that require dedicated training of end users in order to use these systems effectively. So far, trainings have not taken into account the individual characteristics of the negotiators. In particular, learning styles influence the way new knowledge is acquired in the best possible way. Therefore, two different end-user trainings for the NSS Negoisst are developed following either an enactive or a vicarious approach to negotiation training based on the individual learning style of the trainees. These trainings are evaluated conducting a negotiation experiment assessing learning outcomes.

Involved persons

Involved institutions

Projects in the course of the publication