System for Strategy Training in Digital Negotiations

Digitalisation has transformed negotiation-yet training still treats styles, strategies and tactics superficially. This book develops and validates an individualised design‐science framework for digital negotiation training that helps novices (1) recognise a partner's negotiation style, (2) enact their intended style during negotiation, and (3) reflect on their behaviour afterwards. Across five studies the author: measures novices' ability to self‐ and other‐identify styles; derives a taxonomy of styles, strategies and tactics; builds agent‐based negotiation partners to train identification; adds real‐time advice to support in‐negotiation behaviour; and implements post‐negotiation feedback to prompt reflection. The result is a comprehensive training framework, a reusable taxonomy, and ten design principles for adaptive, theory‐grounded digital negotiation systems. Essential reading for researchers and practitioners designing evidence‐based negotiation training and instructional technologies.