Not My Truce: Personality Differences in AI-Mediated Workplace Negotiation
AI-driven conversational coaching is increasingly used to support workplace negotiation, yet prior work assumes uniform effectiveness across users. We challenge this assumption by examining how individual differences, particularly personality traits, moderate coaching outcomes. We conducted a between-subjects experiment (N=267) comparing theory-driven AI (Trucey), general-purpose AI (Control-AI), and a traditional negotiation handbook (Control-NoAI). Participants were clustered into three profiles -- resilient, overcontrolled, and undercontrolled -- based on the Big-Five personality traits and ARC typology. Resilient workers achieved broad psychological gains primarily from the handbook, ...
| Authors | Veda Duddu, Jash Rajesh Parekh, Andy Mao et al. |
|---|---|
| Primary category | cs.HC |
| Published | 1 April 2026 |
| Last updated at source | 1 April 2026 |
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