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Gamification of Electronic Negotiation Training

Andreas Schmid (Autor)

Buch | Softcover

XVII, 200 Seiten

2022 | 1st ed. 2022
Springer Fachmedien Wiesbaden GmbH (Verlag)
978-3-658-38260-5 (ISBN)

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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. The present book develops a new approach for a motivating and improved e-negotiation training by applying gamification, i.e. using game design elements in a non-game context, in order to improve participants' motivation, engagement, and learning outcomes. A negotiation support system used within an e-negotiation training is enhanced with game design elements. The book describes the design process, its theoretical foundations, and the evaluation of the gamified negotiation support system. The final quantitative evaluation shows higher motivation, engagement and better learning outcomes for participants in the gamified training compared to a conventional training. Organisations can employ the designed artefact for fundamental and effective e-negotiation training. Additionally, the book provides insights in how to design a gamified system for a particular application context.

About the authorAndreas Schmid was a research assistant at the Information Systems Department 1 - Organisational Communication at the University of Hohenheim, Germany, and is currentlyworking as an IT specialist. His research interests include gamification, e-learning, negotiations, and software development.

Introduction.- Theoretical Background.- Design Science Research Methodology.- A Framework for Gamified Electronic Negotiation Training.- Gamifying Electronic Negotiation Training - A Mixed Method Study of Students' Motivation, Engagement and Learning.- Rankings or Absolute Feedback? Investigating Two Feedback Alternatives for Negotiation Agreements in a Gamified Electronic Negotiation Training.- Gamification of Electronic Negotiation Training: Effects on Motivation, Behaviour and Learning.- Discussion & Outlook.

Erscheinungsdatum	17.07.2022
Reihe/Serie	Gabler Theses
Zusatzinfo	XVII, 200 p. 28 illus., 11 illus. in color.
Verlagsort	Wiesbaden
Sprache	englisch
Maße	148 x 210 mm
Gewicht	269 g
Themenwelt	Mathematik / Informatik ► Informatik
	Mathematik / Informatik ► Mathematik ► Finanz- / Wirtschaftsmathematik
	Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management
Schlagworte	Digital Negotiations • e-Negotiations • Gamification • Motivation • negotiation training • System Training
ISBN-10	3-658-38260-0 / 3658382600
ISBN-13	978-3-658-38260-5 / 9783658382605
Zustand	Neuware