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AI-Assisted Negotiation Training: A Quasi-Experimental Examination of Buyers’ and Sellers’ Perceived Negotiation Performance in a Used-Car Sales Simulation
- Truvace record
- TRV-2026-2477raw data (JSON)
- Version
- v1Published
- First published
- Evidence type
- Controlled or validated comparison
- Sources
- 1 sourcePeer-reviewed
- sha256
- f0826938913e…check it
Background: Evidence on artificial intelligence (AI) as a preparatory learning aid for novice human negotiators remains limited in consumer negotiation simulations. Existing work emphasizes automated agents rather than students preparing to negotiate. Against this backdrop, the present study examined changes in students’ perceived negotiation performance, differences in those changes between buyer and seller roles, and the purposes for which students used AI during a simulated used-car sale. The outcome was perc…
The gain
In a 74-student quasi-experiment in Bangkok, undergraduates rated their own negotiation performance 4.45 out of 5 after AI-assisted preparation versus 3.78 without it, a 0.67-point rise.
What this doesn’t fix
Every student did the non-AI round first and repeated the same scenario, so practice and familiarity may have contributed to higher second-round ratings; the results reflect self-reports, not a causal estimate of AI's effect on objective negotiation performance.
Sources
1 on file- Suranaree Journal of Social Sciencedoi:10.55766/sjss286187
Cite this record
v1Truvace Impact Record TRV-2026-2477, v1: “AI-Assisted Negotiation Training: A Quasi-Experimental Examination of Buyers’ and Sellers’ Perceived Negotiation Performance in a Used-Car Sales Simulation.” Truvace, 2026-11-12. /record/TRV-2026-2477 (accessed on the day you copy it). sha256 f0826938913ee1c9…
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