Cultural Awareness and Negotiation Skills Training: Evaluation of a Prototype Semi-Immersive System
Abstract
The effectiveness of BiLAT, a game-based prototype for training negotiation skills in an Iraqi cultural setting, was assessed. The prototype aims to train deliberate preparation behaviors, trust- and relationship-building strategies, and familiarity with relevant cultural expectations and norms. Training is supported by automated coaching (during simulated negotiation meetings) and interactive post-meeting recaps. Effectiveness was measured via scores on an independent situation judgment test, which was completed by Soldiers both before and after training. Each time it is administered, the test yields a single score indicating the degree to which an individual's answers concur with experts' answers. Results showed that the scores of Soldiers without prior negotiation experience increased significantly from pre-training to post-training, whereas the scores of Soldiers with prior negotiation experience failed to increase. However, the experienced Soldiers' initial pre-training scores were already relatively high. The results suggest that a relatively short amount of training with BiLAT (less than 3 hours) was sufficient to increase the knowledge level of novice negotiators. It remains to be determined whether only novices can benefit from training with BiLAT, or whether more experienced Soldiers might also gain some benefit with greater amounts of training. In general, the Soldiers' response to the training experience was very positive, even though more than 50% of them said they played games rarely or never. These results are significant because they provide new evidence that game-based tools such as BiLAT can be used to effectively train Soldiers.
Document Details
- Document Type
- Technical Report
- Publication Date
- Jan 01, 2008
- Accession Number
- ADA520894
Entities
People
- Jeffery G. Wilkinson
- Paula J. Durlach
- Timothy G. Wansbury
Organizations
- U.S. Army Research Institute for the Behavioral and Social Sciences