Why can’t we settle again? Analysis of factors that influence agreement prospects in the post-settlement phase

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

“…Significantly better learning outcomes-relating to participants' decision-making and important negotiation skills such as preparedness, rationality, and strategic behaviour-were obtained by the participants in the g-training. Whilst negotiators so far often agree on inefficient agreements (Gettinger et al 2016), we expect our participants in the g-training to settle on better or less inefficient agreements. An even stronger effect on participants' learning outcomes exists for the system skills.…”

“…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). Potential reasons for the observed problems are the participants' lack of motivation to engage deeply with the practical negotiation tasks and the NSS, and a lack of feedback in current forms of negotiation training (Schmid and Schoop 2019).…”

Rankings or Absolute Feedback? Investigating Two Feedback Alternatives for Negotiation Agreements in a Gamified Electronic Negotiation Training

“…Therefore, the goal commitment to reach good agreements in the training using rankings might highly differ. Clear and difficult goals are more effective than nonspecific goals [17], and the Pareto frontier provides such a clear goal to work for [14]. Consequently, we propose:…”

“…Prior research has not studied the effects of motivation and engagement on outcomes in training negotiations before. In general, participants with a low integrative agreement and a large distance to the Pareto frontier will seek to improve their agreement [14]. In this training, participants have the chance to repeatedly experiment with different approaches without being judged for failure [10].…”

“…Such an enegotiation training follows Kolb's experiential learning methodology [22], where participants engage in negotiations (the experience) and have to reflect about this experience for effective learning to take place [23]. However, participants after a traditional enegotiation training still settle on inefficient agreements [14], and one reason might be insufficient motivation and engagement to practice and reflect about negotiations [43].…”