Intelligent Tutoring System for Negotiation Skills Training

  • Emmanuel JohnsonEmail author
  • Gale Lucas
  • Peter Kim
  • Jonathan Gratch
Conference paper
Part of the Lecture Notes in Computer Science book series (LNCS, volume 11626)


Intelligent tutoring systems have proven very effective at teaching hard skills such as math and science, but less research has examined how to teach “soft” skills such as negotiation. In this paper, we introduce an effective approach to teaching negotiation tactics. Prior work showed that students can improve through practice with intelligent negotiation agents. We extend this work by proposing general methods of assessment and feedback that could be applied to a variety of such agents. We evaluate these techniques through a human subject study. Our study demonstrates that personalized feedback improves students’ use of several foundational tactics.


Negotiation training Individualized feedback Soft skills training 


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Copyright information

© Springer Nature Switzerland AG 2019

Authors and Affiliations

  • Emmanuel Johnson
    • 1
    Email author
  • Gale Lucas
    • 1
  • Peter Kim
    • 1
  • Jonathan Gratch
    • 1
  1. 1.University of Southern CaliforniaLos AngelesUSA

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