Wirtschaftsinformatik / Information Systems – serie

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.