Negotiation communication revisited

Schoop, Mareike

doi:10.1007/s10100-020-00730-5

Cited by 9 publications

(16 citation statements)

References 29 publications

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“…For example, communication in electronic negotiations differs from communication in face-toface negotiations due to missing cues such as mimics, gestures, and tone of voice. Instead, electronic negotiation communication must convey semantics by different patterns through communication quality (Schoop et al 2010;Schoop 2021), e.g. ensuring grounding and coherence.…”

Section: Electronic Negotiation Trainingmentioning

confidence: 99%

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

Schmid

Schoop

2022

Group Decis Negot

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Organisations are involved in various types of negotiation. As digitalisation advances, such business negotiations are to a large extent electronic negotiations. Consequently, dedicated training for such electronic negotiations is important for mastering negotiation skills. We designed a gamified negotiation system used in e-negotiation training to increase participants’ motivation, engagement, use of the system’s negotiation support features and to improve their decision making. The quantitative evaluation using students as subjects shows higher motivation, engagement and better system and decision-making skills for participants in the gamified training compared to a conventional training. Furthermore, female participants show higher engagement in the gamified training than males. An analysis of the individual elements in the system provides insights into participants’ perceptions and shows that the inclusion of a domain-specific feedback element yields motivational results that are almost similar compared to those using traditional game elements. Organisations can employ the designed artefact for fundamental and effective e-negotiation training.

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Section: Electronic Negotiation Trainingmentioning

confidence: 99%

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

Schmid

Schoop

2022

Group Decis Negot

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“…Oleh karena itu, seorang negosiator yang sukses adalah seseorang yang dapat berkomunikasi dengan jelas, akurat, dan persuasif, dan yang berempati karena mereka mengakui bahwa para negosiator saling bergantung. Selain itu, negosiator yang kompeten mampu membuat penilaian yang tepat, memilih opsi terbaik, mengusulkan penawaran terbaik (Schoop, 2021). (Weigand, 2003) Pentingnya perspektif komunikasi dalam negosiasi bisnis.…”

Section: Perspektif Komunikasiunclassified

“…Negosiasi berbasis norma memiliki makna untuk mencapai kesepakatan melalui otorisasi/kewajiban. Negosiasi berbasis norma ini paling actual, dimana dalam proses negosiasinya sangat formal dan komunikasi yang cenderung sedikit, hal tersebut membuat negosiasi berbasis norma relatif mudah dan tidak memicu tantangan besar (Schoop, 2021). (Schoop, 2021) Negosiasi berbasis tujuan ini dapat dijelaskan dimana motivasi para negosiator difokuskan pada tujuan mereka daripada posisi mereka.…”

Section: Peran Penting Perspektif Komunikasiunclassified

Peran Penting Efektivitas Komunikasi Dalam Persepsi Negosiasi Bisnis

Albertina¹,

Barkah²,

Novel³

2022

bistek

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Negosiasi harus mempertimbangkan kepentingan bersama, dan keuntungan bagi kedua belah pihak. Maka komunikasi menjadi kunci bagi keberhasilan negosiasi. Penelitian ini menggunakan teknik deskriptif kualitatif dan literature review sebagai metodologinya yaitu mengumpulkan data dari berbagai sumber referensi yang telah diterbitkan sebelumnya. Dapat dijelaskan berdasarkan hasil penelitian bahwa komunikasi dua pihak harus menyampaikan makna atau pesan yang sama. Komunikasi dan pengambilan keputusan adalah elemen penting dalam negosiasi. Negosiator yang baik harus mampu berkomunikasi dengan kejelasan, akurasi, dan persuasi. Tujuan negosiasi adalah saling pengertian. Negosiator harus meminimalkan kesalahpahaman yang dapat menyebabkan masalah komunikasi yang signifikan. Pentingnya membangun keinginan untuk memahami latar belakang, perspektif, dan kualitas setiap negosiator untuk keberhasilan proses negosiasi. Negosiator juga harus berempati, mampu membuat keputusan terbaik, dan mengusulkan kesepakatan terbaik. Kesimpulan yang didapat dari penelitian ini ialah efektivitas negosiasi yang mengarah pada keputusan kerjasama tergantung pada komunikasi yang efektif.

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“…Communication support is of particular importance since the exchange of information as well as individual preferences are performed by means of communication with the above challenges of using digital media. It is, therefore, of utmost importance that negotiating parties aim for joint understanding and that the NSS supports that goal (Schoop 2021;Vetschera et al 2011).…”

Section: The Importance Of Communicative Interactions In Electronic Negotiationsmentioning

confidence: 99%

“…It is based on Speech Act Theory by Searle et al (1969) and on the Theory of Communicative Action by Habermas (1981) which define the factors of understanding and of good communication. Negoisst supports communication and understanding on all three semiotic levels, namely syntactics, semantics, and pragmatics (Morris 1971;Schoop 2010Schoop , 2021.…”

Section: The Importance Of Communicative Interactions In Electronic Negotiationsmentioning

confidence: 99%

Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns

Kaya

Schoop

2021

Group Decis Negot

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The systematic processing of unstructured communication data as well as the milestone of pattern recognition in order to determine communication groups in negotiations bears many challenges in Machine Learning. In particular, the so-called curse of dimensionality makes the pattern recognition process demanding and requires further research in the negotiation environment. In this paper, various selected renowned clustering approaches are evaluated with regard to their pattern recognition potential based on high-dimensional negotiation communication data. A research approach is presented to evaluate the application potential of selected methods via a holistic framework including three main evaluation milestones: the determination of optimal number of clusters, the main clustering application, and the performance evaluation. Hence, quantified Term Document Matrices are initially pre-processed and afterwards used as underlying databases to investigate the pattern recognition potential of clustering techniques by considering the information regarding the optimal number of clusters and by measuring the respective internal as well as external performances. The overall research results show that certain cluster separations are recommended by internal and external performance measures by means of a holistic evaluation approach, whereas three of the clustering separations are eliminated based on the evaluation results.

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Negotiation communication revisited

Cited by 9 publications

References 29 publications

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

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

Peran Penting Efektivitas Komunikasi Dalam Persepsi Negosiasi Bisnis

Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns

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