Designing a Virtual Reality Negotiation Training Innovation with Creativity Methods

Creators: Dannenmann, Barbara and Kracklauer, Alexander H. and Rasche, Christoph
Title: Designing a Virtual Reality Negotiation Training Innovation with Creativity Methods
Item Type: Conference or Workshop Item
Event Title: (Proceedings of the) 2nd International Conference on Economics, Management and Technology (IEMT) "Bridging Entrepreneurship and Social Innovations"
Event Location: Neu-Ulm, Germany
Event Dates: November, 19-21, 2019
Date: 20 November 2019
Divisions: Wirtschaftswissenschaften
Abstract (ENG): The current custom for research and practice is to take into consideration all potential digitalisation technologies as viable options for optimising negotiation management. This also applies to Virtual Reality (VR), Augmented Reality (AR) and Mixed Reality (MR). Within the next three decades VR, AR and MR will gain more traction in various types of business applications. Previous research findings and a qualitative market study demonstrated that training, HR development and competence building is one area of business that uses VR. Blended VR negotiation training innovation for sales representatives and sales managers was designed for this purpose. A creativity methods toolkit was used to ensure innovation progress in face of bargaining and negotiation management. The methodology supported the process of understanding, defining, creating and selecting ideas, prototyping and testing. A mechanical engineering company specialising in corporate complex solutions and projects, and a software company with expertise in the field of VR-based 3-D learning were included in the design process and implementation of this training tool. The result is an embodied conversational agent prototype, making use of artificial intelligence and gamification within a guided negotiation scenery.
Forthcoming: No
Language: English
Citation:

Dannenmann, Barbara and Kracklauer, Alexander H. and Rasche, Christoph (2019) Designing a Virtual Reality Negotiation Training Innovation with Creativity Methods. In: (Proceedings of the) 2nd International Conference on Economics, Management and Technology (IEMT) "Bridging Entrepreneurship and Social Innovations", November, 19-21, 2019, Neu-Ulm, Germany.

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