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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.
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.
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