Virtual Reality Negotiation Training System with Virtual Cognitions

Conference paper (2017)

Authors

D. Ding Interactive Intelligence - EEMCS
Franziska Burger Interactive Intelligence - EEMCS
W.P. Brinkman Interactive Intelligence - EEMCS
M.A. Neerincx Interactive Intelligence - EEMCS , TNO
Research Group
Interactive Intelligence (EEMCS) (TU Delft)
Virtual reality Virtual cognitions Negotiation training system
More Info
expand_more

Published Date

2017

Language

English

Reuse Rights

Other than for strictly personal use, it is not permitted to download, forward or distribute the text or part of it, without the consent of the author(s) and/or copyright holder(s), unless the work is under an open content license such as Creative Commons.

Faculty

Electrical Engineering, Mathematics and Computer Science

Department

Intelligent Systems

Research Group

Interactive Intelligence

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.