Open Daily: 10am - 10pm | Alley door pickup 10am - 7pm 3038 Hennepin Ave Minneapolis, MN
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  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
A System for Strategy Training in Digital Negotiations

A System for Strategy Training in Digital Negotiations

Meyer, Marlene

Paperback

Series: Wirtschaftsinformatik / Information Systems

Business GeneralGeneral Computers

PREORDER - Expected ship date January 31, 2027

ISBN10: 3658526343
ISBN13: 9783658526344
Publisher: Springer Gabler
Published: Jan 31 2027
Pages: 191
Language: English
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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