Gamifying Electronic Negotiation Training - A Mixed Method Study of Students\u27 Motivation, Engagement and Learning

Effective learning requires the learners’ motivation and engagement for the learning tasks. One recent approach to enhance learners’ motivation and engagement is gamification, the use of game design elements in non-game contexts. This paper will introduce a new gamification approach for an archetype of IS, namely negotiation support systems (NSSs) that are used in electronic negotiation training to facilitate the development of e-negotiation skills. E-negotiation training is an interesting area for gamification research, as social interaction through competition and collaboration are an inherent task of negotiations. We compared our gamified approach with a conventional training guided by a lecturer. Our results gathered via surveys and semi-structured interviews reveal positive effects of the gamified intervention on learners’ intrinsic motivation and engagement. However, results for the learning outcomes are mixed, i.e. learners using the gamified system perceive themselves as more competent, but objective measures of learning outcomes reveal worse results than the non-gamified group