| 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 |
| Projects: |
SSBI |
| 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 |
| Uncontrolled Keywords: |
Negotiation training; sales training; artificial intelligence; natural language processing; technology-supported training application |
| 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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