Print Email Facebook Twitter The need for a female perspective in designing agent-based negotiation support Title The need for a female perspective in designing agent-based negotiation support Author Bouman, Katja (Student TU Delft) Lefter, I. (TU Delft System Engineering) Rook, L. (TU Delft Economics of Technology and Innovation) Oertel, Catharine (TU Delft Interactive Intelligence) Jonker, C.M. (TU Delft Interactive Intelligence) Brazier, F.M. (TU Delft System Engineering) Date 2022 Abstract 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 instructions on how to utilize Strategic Empathy. Women in the experimental group showed significantly higher levels of perspective-taking compared to the control group, and their understanding and use of Strategic Empathy increased over time. Also, a significant positive effect was found of Strategic Empathy on women's self-efficacy. No significant positive effect was found of Strategic Empathy on persistence. The high cognitive load of the experiment and a lack of intrinsic motivation may have caused this finding. Overall, this work demonstrates the applicability of using NTS to teach Strategic Empathy, and its effectiveness for enhancing women's self-efficacy in salary negotiations. Subject negotiation training systemsperspective takingstrategic empathywomen in negotiation To reference this document use: http://resolver.tudelft.nl/uuid:f5e7c49c-97a8-4554-88dc-1e4af0f06b6c DOI https://doi.org/10.1145/3514197.3549691 Publisher Association for Computing Machinery (ACM) ISBN 9781450392488 Source IVA 2022 - Proceedings of the 22nd ACM International Conference on Intelligent Virtual Agents Event 22nd ACM International Conference on Intelligent Virtual Agents, IVA 2022, 2022-09-06 → 2022-09-09, Faro, Portugal Series IVA 2022 - Proceedings of the 22nd ACM International Conference on Intelligent Virtual Agents Part of collection Institutional Repository Document type conference paper Rights © 2022 Katja Bouman, I. Lefter, L. Rook, Catharine Oertel, C.M. Jonker, F.M. Brazier Files PDF 3514197.3549691.pdf 751.71 KB Close viewer /islandora/object/uuid:f5e7c49c-97a8-4554-88dc-1e4af0f06b6c/datastream/OBJ/view