Virtual Reality Negotiation Training System with Virtual Cognitions

Ding Ding*, Franziska Burger, Willem-Paul Brinkman, Mark A. Neerincx

*Corresponding author for this work

Research output: Chapter in Book/Conference proceedings/Edited volumeConference contributionScientificpeer-review

6 Citations (Scopus)


A number of negotiation training systems have been developed to improve people’s performance in negotiation. They mainly focus on the skills development, and less on negotiation understanding and improving self-efficacy. We propose a virtual reality negotiation training system that exposes users to virtual cognitions during negotiation with virtual characters with the aim of improving people’s negotiation knowledge and self-efficacy. The virtual cognitions, delivered as a personalized voice-over, provide users with a stream of thoughts that reflects on the negotiation and people’s performance. To study the effectiveness of the system, a pilot study with eight participants was conducted. The results suggest that the system significantly enhanced people’s knowledge about negotiation and increased their self-efficacy.

Original languageEnglish
Title of host publicationIntelligent Virtual Agents
Subtitle of host publication17th International Conference, IVA 2017, Proceedings
EditorsJ. Beskow, C. Peters, G. Castellano, C. O'Sullivan, I. Leite, S. Kopp
Place of PublicationCham
PublisherSpringer Science
Number of pages10
ISBN (Electronic)978-3-319-67401-8
ISBN (Print)978-3-319-67400-1
Publication statusPublished - 2017
EventIVA 2017: 17th International Conference on Intelligent Virtual Agents - Stockholm, Sweden
Duration: 27 Aug 201730 Aug 2017

Publication series

NameLecture Notes in Computer Science
Volume10498 LNAI
ISSN (Print)0302-9743
ISSN (Electronic)1611-3349


ConferenceIVA 2017
Internet address


  • Negotiation training system
  • Virtual cognitions
  • Virtual reality


Dive into the research topics of 'Virtual Reality Negotiation Training System with Virtual Cognitions'. Together they form a unique fingerprint.

Cite this