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Gamification of Electronic Negotiation Training: Effects on Motivation, Behaviour and Learning

“…Negotiations require individuals to claim their own positions behaving competitively as well as acting collaboratively in search of win-win agreements (Lewicki et al 2010). As discussed above, e-negotiations require dedicated negotiation systems to improve communication and decision making (Köszegi and Kersten 2003;Schoop 2010). The asynchronous mode of e-negotiations allows for more preparation time to define and implement negotiation strategies and tactics.…”

“…The asynchronous mode of e-negotiations allows for more preparation time to define and implement negotiation strategies and tactics. E-negotiation training facilitates the development of these skills and often uses negotiation support systems (NSSs) such as Inspire (Köszegi and Kersten 2003;Vetschera et al 2006) or Negoisst (Melzer and Schoop 2016).…”

“…Negotiation training usually follows the experiential learning methodology by Kolb (1984). As part of an e-negotiation training, participants engage hands-on in bilateral negotiation simulations either with another participant or with a software agent as part of the experience (Köszegi and Kersten 2003;Melzer et al 2012). For actual learning to take place, participants need feedback to reflect on their experience and draw conclusions for future behaviour.…”

“…A recent study shows that participants want to receive particular feedback to improve their negotiation skills such as preparedness, effectiveness, rationality, strategy and problemssolving (Meyer et al 2020). Current e-negotiations training supports negotiators with their individual reflections solely offline through debriefings or in-class discussions (Köszegi and Kersten 2003;Melzer and Schoop 2016). However, the use of gamification and of gamified feedback elements integrated in an NSS might facilitate the reflection phase and could improve participants' motivation, engagement, and negotiation skills (Schmid and Schoop 2019).…”

“…The required skills for electronic negotiations (e-negotiations) can be obtained by participating in dedicated negotiation training, involving negotiation theory and practical tasks. In e-negotiation training, participants engage in realistic negotiation simulations and use web-based negotiation support systems (NSSs) that provide several features to support communication and decision-making tasks (Köszegi and Kersten 2003;Melzer and Schoop 2016;Schoop 2020;Vetschera et al 2006). However, despite the participation in e-negotiation training, the negotiators still settle on inefficient agreements (Gettinger et al 2016) and the features of NSSs are not always used to their fullest extent (Druckman et al 2012).…”