Learning to negotiate – The Tactical Negotiation Trainer

Melzer, Philipp; Reiser, Andreas; Schoop, Mareike

Practitioners aim to learn how to negotiate, while researchers want to teach negotiations. In order to service both we analysed common problems occurring in negotiations. Based on research on negotiations training, an explanatory and practical design approach is presented. As a result we developed an automated negotiation partner for the negotiation support system Negoisst called the Tactical Negotiation Trainer. It is able to negotiate autonomously, write text messages and present guidance information to the human negotiator.

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Melzer, Philipp / Reiser, Andreas / Schoop, Mareike: Learning to negotiate – The Tactical Negotiation Trainer. Braunschweig 2012. Institut für Wirtschaftsinformatik.

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