Gamification of Electronic Negotiation Training: Effects on Motivation, Behaviour and Learning

Abstract Organisations are involved in various types of negotiation. As digitalisation advances, such business negotiations to a large extent electronic negotiations. Consequently, dedicated training for is important mastering negotiation skills. We designed gamified system used e-negotiation increase participants’ motivation, engagement, use the system’s support features and improve their decision making. The quantitative evaluation using students as subjects shows higher engagement better decision-making skills participants compared conventional training. Furthermore, female show than males. An analysis individual elements provides insights into perceptions that inclusion domain-specific feedback element yields motivational results almost similar those traditional game elements. can employ artefact fundamental effective