Iterative Learning: Using AI-Bots in Negotiation Training
- Conference
- Location
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Portland, Oregon
- Publication Date
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June 23, 2024
- Start Date
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June 23, 2024
- End Date
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July 12, 2024
- Conference Session
- Tagged Division
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Engineering Management Division (EMD)
- Permanent URL
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https://peer.asee.org/47708
Paper Authors
Renee Rottner University of California, Santa Barbara
Renee Rottner is Associate Teaching Professor of Technology Management at UC Santa Barbara. Previously, Dr. Rottner was on the faculty at New York University’s Stern School of Business in the department of Management and Organizations, where she taught leadership and entrepreneurship courses. Dr. Rottner’s research and teaching focuses on innovation, particularly how innovators can improve the development of new ideas and new firms. She received her B.A. from Eastern Michigan University, her M.S. in Management Science and Engineering from Stanford University, and her Ph.D. in Management from UC Irvine.
Abstract
SUBMISSION TYPE: PRACTICE PAPER / WIP
Negotiation skills are essential in management education and in engineering practice. Traditional teaching paradigms, centered around role-playing activities, often meet challenges, especially when students are unprepared or unable to simulate their roles authentically.
To addressing this pedagogical gap, I developed "AdVentures with chatGPT." In this two-round negotiation exercise, students assume the roles of job candidates, negotiating terms with an AI-bot recruiter. The AI facilitates the first negotiation round, providing students immediate, objective feedback upon completion. Students reflect on their performance, identify improvements and strategies, before re-engaging in the second negotiation round with the AI.
In a pilot study, there was an average improvement of 10% in student performance. Further research is needed to confirm this finding. However, based on these early results, the use of AI is promising for teaching students to create and claim value in negotiation. This AI-enabled, iterative approach contributes to the pedagogical toolbox in engineering management education, offering a technologically advanced, scalable solution to negotiation training.
Rottner, R. (2024, June), Iterative Learning: Using AI-Bots in Negotiation Training Paper presented at 2024 ASEE Annual Conference & Exposition, Portland, Oregon. https://peer.asee.org/47708
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