Print Email Facebook Twitter Virtual reality negotiation training system with virtual cognitions 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 ModellingPCS - Perceptual and Cognitive SystemsELSS - Earth, Life and Social SciencesNegotiation training systemVirtual cognitionsVirtual realityIntelligent virtual agentsVirtual realityPersonalized voicePilot studiesSelf efficacySkills developmentTraining SystemsVirtual characterVirtual cognitionsE-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 Files To receive the publication files, please send an e-mail request to TNO Library.