{"id":"https://openalex.org/W2108098734","doi":"https://doi.org/10.1177/0037549706075542","title":"Teaching Negotiation Skills through Practice and Reflection with Virtual Humans","display_name":"Teaching Negotiation Skills through Practice and Reflection with Virtual Humans","publication_year":2006,"publication_date":"2006-11-01","ids":{"openalex":"https://openalex.org/W2108098734","doi":"https://doi.org/10.1177/0037549706075542","mag":"2108098734"},"language":"en","primary_location":{"id":"doi:10.1177/0037549706075542","is_oa":false,"landing_page_url":"https://doi.org/10.1177/0037549706075542","pdf_url":null,"source":{"id":"https://openalex.org/S32573412","display_name":"SIMULATION","issn_l":"0037-5497","issn":["0037-5497","1741-3133"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"SIMULATION","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5007461556","display_name":"Mark G. Core","orcid":"https://orcid.org/0000-0002-0438-3868"},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]},{"id":"https://openalex.org/I4210087747","display_name":"Creative Technologies (United States)","ror":"https://ror.org/001qkb777","country_code":"US","type":"company","lineage":["https://openalex.org/I4210087747"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Mark Core","raw_affiliation_strings":["Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina del Rey, CA 90292, USA;","Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina Del Rey, CA 90292, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina del Rey, CA 90292, USA;","institution_ids":["https://openalex.org/I4210087747","https://openalex.org/I1174212"]},{"raw_affiliation_string":"Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina Del Rey, CA 90292, USA","institution_ids":["https://openalex.org/I4210087747","https://openalex.org/I1174212"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5004384107","display_name":"David Traum","orcid":null},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]},{"id":"https://openalex.org/I2800817003","display_name":"California Southern University","ror":"https://ror.org/058zz0t50","country_code":"US","type":"education","lineage":["https://openalex.org/I2800817003"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"David Traum","raw_affiliation_strings":["University of Southern California"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"University of Southern California","institution_ids":["https://openalex.org/I2800817003","https://openalex.org/I1174212"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5087186667","display_name":"H. Chad Lane","orcid":null},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]},{"id":"https://openalex.org/I4210087747","display_name":"Creative Technologies (United States)","ror":"https://ror.org/001qkb777","country_code":"US","type":"company","lineage":["https://openalex.org/I4210087747"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"H. Chad Lane","raw_affiliation_strings":["Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina Del Rey, CA 90292, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina Del Rey, CA 90292, USA","institution_ids":["https://openalex.org/I4210087747","https://openalex.org/I1174212"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5072714365","display_name":"William Swartout","orcid":"https://orcid.org/0000-0002-7436-6940"},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"William Swartout","raw_affiliation_strings":["Information Sciences Institute, University of Southern California, 4676 Admiralty Way, Suite 1001, Marina del Rey, CA 90292 USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Information Sciences Institute, University of Southern California, 4676 Admiralty Way, Suite 1001, Marina del Rey, CA 90292 USA","institution_ids":["https://openalex.org/I1174212"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5051992568","display_name":"Jonathan Gratch","orcid":"https://orcid.org/0000-0002-5959-809X"},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]},{"id":"https://openalex.org/I2800817003","display_name":"California Southern University","ror":"https://ror.org/058zz0t50","country_code":"US","type":"education","lineage":["https://openalex.org/I2800817003"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Jonathan Gratch","raw_affiliation_strings":["University of Southern California"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"University of Southern California","institution_ids":["https://openalex.org/I2800817003","https://openalex.org/I1174212"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5108612538","display_name":"Michael van Lent","orcid":null},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]},{"id":"https://openalex.org/I4210087747","display_name":"Creative Technologies (United States)","ror":"https://ror.org/001qkb777","country_code":"US","type":"company","lineage":["https://openalex.org/I4210087747"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Michael van Lent","raw_affiliation_strings":["Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina del Rey, CA 90292, USA","Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina Del Rey, CA 90292, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina del Rey, CA 90292, USA","institution_ids":["https://openalex.org/I4210087747","https://openalex.org/I1174212"]},{"raw_affiliation_string":"Institute for Creative Technologies, University of Southern California, 13274 Fiji Way, Marina Del Rey, CA 90292, USA","institution_ids":["https://openalex.org/I4210087747","https://openalex.org/I1174212"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5058433199","display_name":"Stacy Marsella","orcid":"https://orcid.org/0000-0002-5711-7934"},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Stacy Marsella","raw_affiliation_strings":["Information Sciences Institute, University of Southern California, 4676 Admiralty Way, Suite 1001, Marina del Rey, CA 90292 USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Information Sciences Institute, University of Southern California, 4676 Admiralty Way, Suite 1001, Marina del Rey, CA 90292 USA","institution_ids":["https://openalex.org/I1174212"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":7,"corresponding_author_ids":["https://openalex.org/A5007461556"],"corresponding_institution_ids":["https://openalex.org/I1174212","https://openalex.org/I4210087747"],"apc_list":null,"apc_paid":null,"fwci":8.8547,"has_fulltext":false,"cited_by_count":114,"citation_normalized_percentile":{"value":0.97622294,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":90,"max":99},"biblio":{"volume":"82","issue":"11","first_page":"685","last_page":"701"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10456","display_name":"Multi-Agent Systems and Negotiation","score":0.9887999892234802,"subfield":{"id":"https://openalex.org/subfields/1702","display_name":"Artificial Intelligence"},"field":{"id":"https://openalex.org/fields/17","display_name":"Computer Science"},"domain":{"id":"https://openalex.org/domains/3","display_name":"Physical Sciences"}},"topics":[{"id":"https://openalex.org/T10456","display_name":"Multi-Agent Systems and Negotiation","score":0.9887999892234802,"subfield":{"id":"https://openalex.org/subfields/1702","display_name":"Artificial Intelligence"},"field":{"id":"https://openalex.org/fields/17","display_name":"Computer Science"},"domain":{"id":"https://openalex.org/domains/3","display_name":"Physical Sciences"}},{"id":"https://openalex.org/T10970","display_name":"Team Dynamics and Performance","score":0.9781000018119812,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10636","display_name":"Innovative Teaching and Learning Methods","score":0.972100019454956,"subfield":{"id":"https://openalex.org/subfields/3204","display_name":"Developmental and Educational Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/negotiation","display_name":"Negotiation","score":0.8405043482780457},{"id":"https://openalex.org/keywords/reflection","display_name":"Reflection (computer programming)","score":0.595020592212677},{"id":"https://openalex.org/keywords/computer-science","display_name":"Computer science","score":0.565036952495575},{"id":"https://openalex.org/keywords/tutor","display_name":"TUTOR","score":0.5631482601165771},{"id":"https://openalex.org/keywords/human\u2013computer-interaction","display_name":"Human\u2013computer interaction","score":0.5240155458450317},{"id":"https://openalex.org/keywords/representation","display_name":"Representation (politics)","score":0.45183926820755005},{"id":"https://openalex.org/keywords/virtual-machine","display_name":"Virtual machine","score":0.4469246566295624},{"id":"https://openalex.org/keywords/domain","display_name":"Domain (mathematical analysis)","score":0.442304790019989},{"id":"https://openalex.org/keywords/knowledge-management","display_name":"Knowledge management","score":0.43225881457328796},{"id":"https://openalex.org/keywords/psychology","display_name":"Psychology","score":0.4027719497680664},{"id":"https://openalex.org/keywords/mathematics-education","display_name":"Mathematics education","score":0.17060932517051697}],"concepts":[{"id":"https://openalex.org/C199776023","wikidata":"https://www.wikidata.org/wiki/Q202875","display_name":"Negotiation","level":2,"score":0.8405043482780457},{"id":"https://openalex.org/C65682993","wikidata":"https://www.wikidata.org/wiki/Q1056451","display_name":"Reflection (computer programming)","level":2,"score":0.595020592212677},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.565036952495575},{"id":"https://openalex.org/C2778371403","wikidata":"https://www.wikidata.org/wiki/Q7672049","display_name":"TUTOR","level":2,"score":0.5631482601165771},{"id":"https://openalex.org/C107457646","wikidata":"https://www.wikidata.org/wiki/Q207434","display_name":"Human\u2013computer interaction","level":1,"score":0.5240155458450317},{"id":"https://openalex.org/C2776359362","wikidata":"https://www.wikidata.org/wiki/Q2145286","display_name":"Representation (politics)","level":3,"score":0.45183926820755005},{"id":"https://openalex.org/C25344961","wikidata":"https://www.wikidata.org/wiki/Q192726","display_name":"Virtual machine","level":2,"score":0.4469246566295624},{"id":"https://openalex.org/C36503486","wikidata":"https://www.wikidata.org/wiki/Q11235244","display_name":"Domain (mathematical analysis)","level":2,"score":0.442304790019989},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.43225881457328796},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.4027719497680664},{"id":"https://openalex.org/C145420912","wikidata":"https://www.wikidata.org/wiki/Q853077","display_name":"Mathematics education","level":1,"score":0.17060932517051697},{"id":"https://openalex.org/C94625758","wikidata":"https://www.wikidata.org/wiki/Q7163","display_name":"Politics","level":2,"score":0.0},{"id":"https://openalex.org/C134306372","wikidata":"https://www.wikidata.org/wiki/Q7754","display_name":"Mathematical analysis","level":1,"score":0.0},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.0},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.0},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C199360897","wikidata":"https://www.wikidata.org/wiki/Q9143","display_name":"Programming language","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1177/0037549706075542","is_oa":false,"landing_page_url":"https://doi.org/10.1177/0037549706075542","pdf_url":null,"source":{"id":"https://openalex.org/S32573412","display_name":"SIMULATION","issn_l":"0037-5497","issn":["0037-5497","1741-3133"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"SIMULATION","raw_type":"journal-article"},{"id":"pmh:ADA464801","is_oa":false,"landing_page_url":"http://oai.dtic.mil/oai/oai?&verb=getRecord&metadataPrefix=html&identifier=ADA464801","pdf_url":null,"source":{"id":"https://openalex.org/S4406923043","display_name":"Defense Technical Information Center (DTIC)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"DTIC","raw_type":"Text"}],"best_oa_location":null,"sustainable_development_goals":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":44,"referenced_works":["https://openalex.org/W58467775","https://openalex.org/W104784307","https://openalex.org/W131038430","https://openalex.org/W187378260","https://openalex.org/W216945601","https://openalex.org/W1489214380","https://openalex.org/W1500981594","https://openalex.org/W1509999309","https://openalex.org/W1524281572","https://openalex.org/W1568240964","https://openalex.org/W1574410118","https://openalex.org/W1585983533","https://openalex.org/W1589214575","https://openalex.org/W1880373995","https://openalex.org/W1884349939","https://openalex.org/W1976637107","https://openalex.org/W1977402875","https://openalex.org/W2000343728","https://openalex.org/W2010793828","https://openalex.org/W2030755269","https://openalex.org/W2041680133","https://openalex.org/W2094484179","https://openalex.org/W2098614591","https://openalex.org/W2102639289","https://openalex.org/W2107484060","https://openalex.org/W2107716470","https://openalex.org/W2109814494","https://openalex.org/W2113362740","https://openalex.org/W2116624530","https://openalex.org/W2136058926","https://openalex.org/W2139091010","https://openalex.org/W2142059510","https://openalex.org/W2150934365","https://openalex.org/W2169956378","https://openalex.org/W2173790845","https://openalex.org/W2180809782","https://openalex.org/W2245186622","https://openalex.org/W2310047627","https://openalex.org/W2326224034","https://openalex.org/W2502853986","https://openalex.org/W2608239929","https://openalex.org/W3023456030","https://openalex.org/W4234134528","https://openalex.org/W4400467327"],"related_works":["https://openalex.org/W2478195092","https://openalex.org/W4312351362","https://openalex.org/W2362145073","https://openalex.org/W2358338760","https://openalex.org/W183073912","https://openalex.org/W2119729863","https://openalex.org/W2887971028","https://openalex.org/W2558686935","https://openalex.org/W2501172308","https://openalex.org/W2365642790"],"abstract_inverted_index":{"Although":[0],"the":[1,22,61,68,74,90,102,136],"representation":[2,23],"of":[3,24,63,73,79,83,92,101,104,138],"physical":[4,42],"environments":[5],"and":[6,58,67,77,110,140],"behaviors":[7],"will":[8],"continue":[9],"to":[10,97,124],"play":[11],"an":[12,18,93,131],"important":[13],"role":[14],"in":[15],"simulation-based":[16],"training,":[17],"emerging":[19],"challenge":[20],"is":[21,49],"virtual":[25,108,127],"humans":[26,109],"with":[27,130],"rich":[28],"mental":[29],"models":[30],"(e.g.,":[31],"including":[32],"emotions,":[33,75],"trust)":[34],"that":[35],"interact":[36],"through":[37],"conversational":[38],"as":[39,41,54],"well":[40],"behaviors.":[43],"The":[44],"motivation":[45],"for":[46,135],"such":[47,53,84,126],"simulations":[48,85],"training":[50],"soft":[51],"skills":[52],"leadership,":[55],"cultural":[56,141],"awareness,":[57],"negotiation,":[59],"where":[60],"majority":[62],"actions":[64,106],"are":[65],"conversational,":[66],"problem":[69],"solving":[70],"involves":[71],"consideration":[72],"attitudes,":[76],"desires":[78],"others.The":[80],"educational":[81],"power":[82],"can":[86],"be":[87],"enhanced":[88],"by":[89],"integration":[91],"intelligent":[94,133],"tutoring":[95],"system":[96],"support":[98],"learners'":[99],"understanding":[100],"effect":[103],"their":[105,115],"on":[107],"how":[111],"they":[112],"might":[113],"improve":[114],"performance.":[116],"In":[117],"this":[118],"paper,":[119],"we":[120],"discuss":[121],"our":[122],"efforts":[123],"build":[125],"humans,":[128],"along":[129],"accompanying":[132],"tutor,":[134],"domain":[137],"negotiation":[139],"awareness.":[142]},"counts_by_year":[{"year":2026,"cited_by_count":3},{"year":2025,"cited_by_count":3},{"year":2024,"cited_by_count":6},{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":7},{"year":2020,"cited_by_count":4},{"year":2019,"cited_by_count":5},{"year":2018,"cited_by_count":3},{"year":2017,"cited_by_count":9},{"year":2016,"cited_by_count":6},{"year":2015,"cited_by_count":10},{"year":2014,"cited_by_count":6},{"year":2013,"cited_by_count":3},{"year":2012,"cited_by_count":12}],"updated_date":"2026-05-21T06:26:12.895304","created_date":"2025-10-10T00:00:00"}