AI教练能减焦虑，但不如手册提升信心
Does AI Coaching Prepare us for Workplace Negotiations?
- 用谈判理论构建AI教练Trucey，对比三类辅导方式
- 手册组心理赋能最强，恐惧感下降最明显
- 适合需要系统知识+实战演练的职场新人
职场谈判常受心理障碍影响，即使准备充分也可能失败。人工智能可提供个性化、随时可用的谈判辅导，但其对准备度的实际效果尚不明确。我们基于Brett谈判模型开发了原型AI教练Trucey，开展一项267名参与者、跨组设计的实验，对比Trucey、ChatGPT与传统手册的效果，并进行15名参与者的深度访谈。结果显示，相较于另两种对照条件，Trucey在降低恐惧感方面表现最优；但手册在可用性与心理赋能方面优于两种AI。访谈表明，手册的完整、可回溯内容是增强信心与准备度的关键。相比之下，尽管参与者认可AI的模拟练习能力，但其指导常显得冗长零散，需额外努力整合，导致不确定或认知超载。研究挑战了AI优越性的假设，呼吁融合结构化理论内容与针对性练习、清晰边界和自适应支持的混合设计，以更好应对心理障碍并提升谈判准备度。
原文摘要 · Abstract (English)
Workplace negotiations are undermined by psychological barriers, which can even derail well-prepared tactics. AI offers personalized and always -- available negotiation coaching, yet its effectiveness for negotiation preparedness remains unclear. We built Trucey, a prototype AI coach grounded in Brett's negotiation model. We conducted a between-subjects experiment (N=267), comparing Trucey, ChatGPT, and a traditional negotiation Handbook, followed by in-depth interviews (N=15). While Trucey showed the strongest reductions in fear relative to both comparison conditions, the Handbook outperformed both AIs in usability and psychological empowerment. Interviews revealed that the Handbook's comprehensive, reviewable content was crucial for participants' confidence and preparedness. In contrast, although participants valued AI's rehearsal capability, its guidance often felt verbose and fragmented -- delivered in bits and pieces that required additional effort -- leaving them uncertain or overwhelmed. These findings challenge assumptions of AI superiority and motivate hybrid designs that integrate structured, theory-driven content with targeted rehearsal, clear boundaries, and adaptive scaffolds to address psychological barriers and support negotiation preparedness.
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