The Benefits of Virtual Humans for Teaching Negotiation
| Autor: | David DeVault, Jonathan Gratch, Gale M. Lucas |
|---|---|
| Rok vydání: | 2016 |
| Předmět: |
Knowledge management
business.industry media_common.quotation_subject 05 social sciences Applied psychology 050109 social psychology 02 engineering and technology Adversary Test (assessment) Negotiation Social skills Conflict resolution Agency (sociology) 0202 electrical engineering electronic engineering information engineering 020201 artificial intelligence & image processing 0501 psychology and cognitive sciences Psychology business Natural language Virtual actor media_common |
| Zdroj: | Intelligent Virtual Agents ISBN: 9783319476643 IVA |
| Popis: | This article examines the potential for teaching negotiation with virtual humans. Many people find negotiations to be aversive. We conjecture that students may be more comfortable practicing negotiation skills with an agent than with another person. We test this using the Conflict Resolution Agent, a semi-automated virtual human that negotiates with people via natural language. In a between-participants design, we independently manipulated two pedagogically-relevant factors while participants engaged in repeated negotiations with the agent: perceived agency (participants either believed they were negotiating with a computer program or another person) and pedagogical feedback (participants received instructional advice or no advice between negotiations). Findings indicate that novice negotiators were more comfortable negotiating with a computer program (they self-reported more comfort and punished their opponent less often) and expended more effort on the exercise following instructional feedback (both in time spent and in self-reported effort). These findings lend support to the notion of using virtual humans to teach interpersonal skills. |
| Databáze: | OpenAIRE |
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