Browsing by Subject "Negotiation support system"

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Gamification of electronic negotiation training: Effects on motivation, behaviour and learning
(2022) Schmid, Andreas; Schoop, Mareike
Organisations are involved in various types of negotiation. As digitalisation advances, such business negotiations are to a large extent electronic negotiations. Consequently, dedicated training for such electronic negotiations is important for mastering negotiation skills. We designed a gamified negotiation system used in e-negotiation training to increase participants’ motivation, engagement, use of the system’s negotiation support features and to improve their decision making. The quantitative evaluation using students as subjects shows higher motivation, engagement and better system and decision-making skills for participants in the gamified training compared to a conventional training. Furthermore, female participants show higher engagement in the gamified training than males. An analysis of the individual elements in the system provides insights into participants’ perceptions and shows that the inclusion of a domain-specific feedback element yields motivational results that are almost similar compared to those using traditional game elements. Organisations can employ the designed artefact for fundamental and effective e-negotiation training.
Opportunities and challenges of blockchain technology for negotiation support systems
(2025) Witt, Josepha; Schoop, Mareike; Knaus, Konstantin
Blockchain Technology (BCT) is the backbone of the next generation of the internet and thus affects how electronic business (e-business) is conducted. While the usage of BCT for the initiation and transaction phases in e-business has been studied, the negotiation aspect has not been considered in a comprehensive manner. The current literature on the utilisation of BCT in electronic negotiations (e-negotiations) primarily focuses on autonomous agents and lacks research on the support of e-negotiations conducted by human negotiators using negotiation support systems (NSSs). This results in the issue that the consequences of a transition to Web3.0-based NSSs are unclear, while other areas of e-business already apply Web3.0 technologies. We address this lack of knowledge following a design-oriented approach in three steps exploring the opportunities and challenges of using BCT for e-negotiations via NSSs. Firstly, the well-established negotiation support system Negoisst is extended by BCT features resulting in the development of a Web3.0-based NSS called NegoisstBCT to demonstrate the technical feasibility of this approach. Secondly, the potential opportunities and challenges of a Blockchain-based NSS are analysed referring to its technical architecture. Thirdly, a generalised view of the application of Web3.0-based NSSs in different settings is taken, discussing future research on BCT in e-negotiations. The present research thus fosters the application of Blockchain-based NSSs in e-negotiations and of NSSs in BCT application areas.