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Gamified Feedback in Electronic Negotiation Training

  • Negotiations are a relevant and highly complex business skill. Therefore, extensive training is required to become a good negotiator. Such training is offered by universities for their students and by companies for their employees. The present paper designs gamified feedback features in electronic negotiation training and evaluates their potential and their effects. Following a design science research method, feedback mechanisms in electronic negotiation training are derived from literature. An assessment regarding their relevance for e-negotiation training shows a preparation quiz, set and track goals and expert reviews to be the most useful gamified feedback mechanisms. Dedicated mock-ups implementing these feedback mechanisms are designed and evaluated in semi-structured interviews showing their capability to improve relevant negotiation skills, as well as motivation and competence of the learners. Out of the three mock-ups, the interviewees prefer the feedback mechanisms “expert review” and “set and track goals”; both mechanisms provide a competence-confirming learning experience and an autonomous learning experience.

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Author:M. Meyer, A. Schmid, P. Melzer, M. Schoop
Parent Title (English):UK Academy for Information Systems Conference Proceedings 2020
Publisher:Association for Information Systems
Place of publication:Atlanta, Georgia
Document Type:Conference Proceeding
Year of Completion:2020
Release Date:2021/01/25
Page Number:28
Open Access?:nur im Hochschulnetz
Relevance:Peer reviewed nach anderen Listungen (mit Nachweis zum Peer Review Verfahren)
Licence (German):License LogoVeröffentlichungsvertrag ohne Print-on-Demand