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.
|Title of host publication||Intelligent Virtual Agents|
|Subtitle of host publication||17th International Conference, IVA 2017, Proceedings|
|Editors||J. Beskow, C. Peters, G. Castellano, C. O'Sullivan, I. Leite, S. Kopp|
|Place of Publication||Cham|
|Number of pages||10|
|Publication status||Published - 2017|
|Event||IVA 2017: 17th International Conference on Intelligent Virtual Agents - Stockholm, Sweden|
Duration: 27 Aug 2017 → 30 Aug 2017
|Name||Lecture Notes in Computer Science|
|Period||27/08/17 → 30/08/17|
- Negotiation training system
- Virtual cognitions
- Virtual reality
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Negotiation Dialogues and virtual cognitions for virtual reality negotiation training, English version