Virtual Reality Negotiation Training System with Virtual Cognitions

Conference paper
Part of the Lecture Notes in Computer Science book series (LNCS, volume 10498)


A number of negotiation training systems have been developed to improve people’s performance in negotiation. They mainly focus on the skills development, and less on negotiation understanding and improving self-efficacy. We propose a virtual reality negotiation training system that exposes users to virtual cognitions during negotiation with virtual characters with the aim of improving people’s negotiation knowledge and self-efficacy. The virtual cognitions, delivered as a personalized voice-over, provide users with a stream of thoughts that reflects on the negotiation and people’s performance. To study the effectiveness of the system, a pilot study with eight participants was conducted. The results suggest that the system significantly enhanced people’s knowledge about negotiation and increased their self-efficacy.


Virtual reality Negotiation training system Virtual cognitions 


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Copyright information

© Springer International Publishing AG 2017

Authors and Affiliations

  1. 1.Delft University of TechnologyDelftNetherlands
  2. 2.TNO Human FactorsThe HagueNetherlands

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