Title
Virtual reality negotiation training system with virtual cognitions
Author
Ding, D.
Burger, F.
Brinkman, W.P.
Neerincx, M.A.
Contributor
O'Sullivan, C. (editor)
Castellano, G. (editor)
Kopp, S. (editor)
Beskow, J. (editor)
Peters, C. (editor)
Leite, I. (editor)
Publication year
2017
Abstract
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.
Subject
Human & Operational Modelling
PCS - Perceptual and Cognitive Systems
ELSS - Earth, Life and Social Sciences
Negotiation training system
Virtual cognitions
Virtual reality
Intelligent virtual agents
Virtual reality
Personalized voice
Pilot studies
Self efficacy
Skills development
Training Systems
Virtual character
Virtual cognitions
E-learning
To reference this document use:
http://resolver.tudelft.nl/uuid:0557476e-e1d8-448b-b43b-597a046050b1
DOI
https://doi.org/10.1007/978-3-319-67401-8_14
TNO identifier
781351
ISBN
9783319674001
ISSN
0302-9743
Source
17th International Conference on Intelligent Virtual Agents, IVA 2017. 27 August 2017 through 30 August 2017, 10498 LNAI, 119-128
Series
Lecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics)
Article number
104980119
Document type
conference paper