Buch, Englisch, 191 Seiten, Format (B × H): 148 mm x 210 mm
Buch, Englisch, 191 Seiten, Format (B × H): 148 mm x 210 mm
Reihe: Wirtschaftsinformatik / Information Systems
ISBN: 978-3-658-52634-4
Verlag: Springer
Digitalisation has transformed negotiation—yet training still treats styles, strategies and tactics superficially. This book develops and validates an individualised design-science framework for digital negotiation training that helps novices (1) recognise a partner’s negotiation style, (2) enact their intended style during negotiation, and (3) reflect on their behaviour afterwards. Across five studies the author: measures novices’ ability to self- and other-identify styles; derives a taxonomy of styles, strategies and tactics; builds agent-based negotiation partners to train identification; adds real-time advice to support in-negotiation behaviour; and implements post-negotiation feedback to prompt reflection. The result is a comprehensive training framework, a reusable taxonomy, and ten design principles for adaptive, theory-grounded digital negotiation systems. Essential reading for researchers and practitioners designing evidence-based negotiation training and instructional technologies.
Zielgruppe
Research
Autoren/Hrsg.
Fachgebiete
Weitere Infos & Material
Introduction.- An Explorative Study of the Usage of Negotiation Styles in Higher Education.- Taxonomy of Styles, Strategies, and Tactics in E-negotiations.- Framework of Behaviour Training in Digital Negotiations.- An Expert System for Strategic Decision-Making in Digital Negotiations.- Training of Self-Reflection: An Artefact for Negotiation Support Systems.- Discussion and Outlook.
