Virtual reality negotiation training system with virtual cognitions
conference paper
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.
Topics
TNO Identifier
781351
ISSN
03029743
ISBN
9783319674001
Article nr.
104980119
Source title
17th International Conference on Intelligent Virtual Agents, IVA 2017. 27 August 2017 through 30 August 2017
Editor(s)
O'Sullivan, C.
Castellano, G.
Kopp, S.
Beskow, J.
Peters, C.
Leite, I.
Castellano, G.
Kopp, S.
Beskow, J.
Peters, C.
Leite, I.
Pages
119-128
Files
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