Towards Individual Negotiation Training for Negotiation Support Systems

Publikations-Art

Kongressbeitrag

Autoren

Philipp Melzer, Mareike Schoop

Erscheinungsjahr

2014

Veröffentlicht in

Group Decision and Negotiation Conference 2014

Herausgeber

Pascale Zaraté, Guy Camilleri, Daouda Kamissoko, Frédéric Amblard

ISBN / ISSN / eISSN

978-2-917490-27-3

Seite (von - bis)

40-45

Tagungsname

Group Decision and Negotiation (GDN)

Tagungsort

Toulouse, France

Tagungsdatum

10.06.2014-13.06.2014

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.