The need for a female perspective in designing agent-based negotiation support

This study investigates whether an agent-based Negotiation Training System (NTS) can teach women Strategic Empathy - a recently introduced negotiation strategy based on perspective taking - and whether this can improve their negotiation performance. Developed and tested through an interaction-based real-time experiment was a NTS that integrated...

Putting the Gender Pay Gap on the Table: Teaching Strategic Empathy by means of Negotiation Support System to Enhance Women’s Performance in Salary Negotiation

Enhancing women’s negotiation performance has shown to be a complex task as existing stereotypes diminish the effectiveness of traditional negotiation strategies and traditional means for negotiation training lack accessibility and scalability. To target these issues, this research investigates to what extent Negotiation Support Systems (NSS)...