| Creators: | Dannenmann, Barbara and Semenkin, Kirill and Kracklauer, Alexander H. and Rasche, Christoph |
|---|---|
| Title: | Learning to negotiate: AI-driven applications versus conventional training |
| Item Type: | Conference or Workshop Item |
| Event Title: | (Proceedings of the) XXXIII ISPIM Innovation Conference "Innovating in a Digital World" |
| Event Location: | Copenagen, Denmark |
| Event Dates: | June, 5-8, 2022 |
| Date: | 2022 |
| Divisions: | Wirtschaftswissenschaften |
| Abstract (ENG): | Professional negotiation training plays a substantial role in determining the success of companies in the sales and service field. Sales training courses should offer the up-to-date knowledge and skills needed to respond to changing customer behaviors and desires. Traditional sales training, such as role play, could be cost- and time-consuming. A fully automated, computer-based training application was developed with the help of artificial intelligence (AI). It is designed as a cost-effective substitute and can be adapted for any specific negotiation setting. This research aims to determine whether this application can effectively replace traditional training methods. |
| Forthcoming: | No |
| Language: | English |
| Citation: | Dannenmann, Barbara and Semenkin, Kirill and Kracklauer, Alexander H. and Rasche, Christoph (2022) Learning to negotiate: AI-driven applications versus conventional training. In: (Proceedings of the) XXXIII ISPIM Innovation Conference "Innovating in a Digital World", June, 5-8, 2022, Copenagen, Denmark. (LUT Scientific and Expertise Publications). ISBN 9789523356948 |
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