@inproceedings{f5e7c49c97a8455488dc1e4af0f06b6c,
title = "The need for a female perspective in designing agent-based negotiation support",
abstract = "This study investigates whether an agent-based Negotiation Training System (NTS) can teach women Strategic Empathy - a recently introduced negotiation strategy based on perspective taking - and whether this can improve their negotiation performance. Developed and tested through an interaction-based real-time experiment was a NTS that integrated instructions on how to utilize Strategic Empathy. Women in the experimental group showed significantly higher levels of perspective-taking compared to the control group, and their understanding and use of Strategic Empathy increased over time. Also, a significant positive effect was found of Strategic Empathy on women's self-efficacy. No significant positive effect was found of Strategic Empathy on persistence. The high cognitive load of the experiment and a lack of intrinsic motivation may have caused this finding. Overall, this work demonstrates the applicability of using NTS to teach Strategic Empathy, and its effectiveness for enhancing women's self-efficacy in salary negotiations. ",
keywords = "negotiation training systems, perspective taking, strategic empathy, women in negotiation",
author = "Katja Bouman and Iulia Lefter and Laurens Rook and Catherine Oertel and Catholijn Jonker and Frances Brazier",
year = "2022",
doi = "10.1145/3514197.3549691",
language = "English",
series = "IVA 2022 - Proceedings of the 22nd ACM International Conference on Intelligent Virtual Agents",
publisher = "Association for Computing Machinery (ACM)",
booktitle = "IVA 2022 - Proceedings of the 22nd ACM International Conference on Intelligent Virtual Agents",
address = "United States",
note = "22nd ACM International Conference on Intelligent Virtual Agents, IVA 2022 ; Conference date: 06-09-2022 Through 09-09-2022",
}