Are you a great negotiator? game-based learning of 21st century negotiation skills in the Netherlands and Japan
| Autor: | Stel, Frans, Hayashi, Yuko, Momotani, Ko, Kusakai, Kumiko, De Jong, Rogier, Baber, Will, Sigurdardottir, Aldis, Fotaris, Panagiotis |
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| Přispěvatelé: | Industrial Engineering & Business Information Systems |
| Jazyk: | angličtina |
| Rok vydání: | 2020 |
| Předmět: | |
| Zdroj: | Proceedings of the 14th European Conference on Game Based Learning, ECGBL 2020, 828-831 STARTPAGE=828;ENDPAGE=831;TITLE=Proceedings of the 14th European Conference on Game Based Learning, ECGBL 2020 |
| Popis: | Increasing global stress during the era of COVID-19 compels the necessity of international cooperation skills to achieve a common goal within a limited time and effort through constructive negotiation. Therefore, training of 21st-century communication skills boosting international deals becomes increasingly essential. To promote awareness and train collaboration competencies, we developed serious games to simulate negotiation experiences and tested the games in two cultural settings: i.e., the Netherlands and Japan. Our negotiation games are to evaluate distributive aspects (zero-sum or win/lose) or the integrative aspects (win-win). We question whether the negotiator's positive self-judgment, the negotiation process, and the relationship between negotiators can predict negotiation performance. We also examine whether negotiation performance depends upon personal characteristics and cultural background of negotiators and their counterparts. Positive self-judgment among Japanese participants provided clues to predict negotiation performance (especially in distributive negotiations). Besides, we found a diverse impact of emotionality, extraversion, agreeableness, openness, and emotional intelligence on negotiation performance. In the Netherlands, less agreeable and less extraverted negotiators achieved better outcomes when engaged in distributive negotiations. Emotionality and openness are detrimental to integrative negotiations. In Japan, emotional intelligence reduced negotiation performance. We provide practical recommendations for skill training based on the above findings. |
| Databáze: | OpenAIRE |
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