# Does AI Coaching Prepare us for Workplace Negotiations?

arXiv: https://arxiv.org/abs/2509.22545 · HTML: https://mlsanity.com/paper/2509.22545/

## Key facts

- Cited by 2 papers in the map (data through 14 Oct 2026).
- Builds on 34 of its 152 references that are in the map.
- First posted on arXiv 26 Sep 2025.

## Builds on (most cited first, 30 of 34)

- [Sentence-BERT: Sentence Embeddings using Siamese BERT-Networks](https://mlsanity.com/paper/1908.10084/) (2019)
- [Explainable Artificial Intelligence (XAI): Concepts, Taxonomies, Opportunities and Challenges toward Responsible AI](https://mlsanity.com/paper/1910.10045/) (2019)
- [Datasheets for Datasets](https://mlsanity.com/paper/1803.09010/) (2018)
- [Model Cards for Model Reporting](https://mlsanity.com/paper/1810.03993/) (2018)
- [Closing the AI Accountability Gap: Defining an End-to-End Framework for Internal Algorithmic Auditing](https://mlsanity.com/paper/2001.00973/) (2020)
- [Dear Sir or Madam, May I introduce the GYAFC Dataset: Corpus, Benchmarks and Metrics for Formality Style Transfer](https://mlsanity.com/paper/1803.06535/) (2018)
- [A Computational Approach to Understanding Empathy Expressed in Text-Based Mental Health Support](https://mlsanity.com/paper/2009.08441/) (2020)
- [Winning Arguments: Interaction Dynamics and Persuasion Strategies in Good-faith Online Discussions](https://mlsanity.com/paper/1602.01103/) (2016)
- [Human-Centered Tools for Coping with Imperfect Algorithms during Medical Decision-Making](https://mlsanity.com/paper/1902.02960/) (2019)
- [Limitations of the LLM-as-a-Judge Approach for Evaluating LLM Outputs in Expert Knowledge Tasks](https://mlsanity.com/paper/2410.20266/) (2024)
- [Explainability Fact Sheets: A Framework for Systematic Assessment of Explainable Approaches](https://mlsanity.com/paper/1912.05100/) (2019)
- [CoMPosT: Characterizing and Evaluating Caricature in LLM Simulations](https://mlsanity.com/paper/2310.11501/) (2023)
- [Cognitive Reframing of Negative Thoughts through Human-Language Model Interaction](https://mlsanity.com/paper/2305.02466/) (2023)
- [Rehearsal: Simulating Conflict to Teach Conflict Resolution](https://mlsanity.com/paper/2309.12309/) (2023)
- [Modeling Empathy and Distress in Reaction to News Stories](https://mlsanity.com/paper/1808.10399/) (2018)
- [Knowing About Knowing: An Illusion of Human Competence Can Hinder Appropriate Reliance on AI Systems](https://mlsanity.com/paper/2301.11333/) (2023)
- [Advancing Human-AI Complementarity: The Impact of User Expertise and Algorithmic Tuning on Joint Decision Making](https://mlsanity.com/paper/2208.07960/) (2022)
- [A Validity Perspective on Evaluating the Justified Use of Data-driven Decision-making Algorithms](https://mlsanity.com/paper/2206.14983/) (2022)
- [Understanding Frontline Workers' and Unhoused Individuals' Perspectives on AI Used in Homeless Services](https://mlsanity.com/paper/2303.09743/) (2023)
- [Don't lose the message while paraphrasing: A study on content preserving style transfer](https://mlsanity.com/paper/2308.09055/) (2023)
- [Overcoming Failures of Imagination in AI Infused System Development and Deployment](https://mlsanity.com/paper/2011.13416/) (2020)
- [TyDiP: A Dataset for Politeness Classification in Nine Typologically Diverse Languages](https://mlsanity.com/paper/2211.16496/) (2022)
- [Can LLM "Self-report"?: Evaluating the Validity of Self-report Scales in Measuring Personality Design in LLM-based Chatbots](https://mlsanity.com/paper/2412.00207/) (2024)
- [`It is currently hodgepodge'': Examining AI/ML Practitioners' Challenges during Co-production of Responsible AI Values](https://mlsanity.com/paper/2307.10221/) (2023)
- [Investigating Agency of LLMs in Human-AI Collaboration Tasks](https://mlsanity.com/paper/2305.12815/) (2023)
- [ACE: A LLM-based Negotiation Coaching System](https://mlsanity.com/paper/2410.01555/) (2024)
- [Can Workers Meaningfully Consent to Workplace Wellbeing Technologies?](https://mlsanity.com/paper/2303.07242/) (2023)
- ["ChatGPT, Don't Tell Me What to Do": Designing AI for Context Analysis in Humanitarian Frontline Negotiations](https://mlsanity.com/paper/2410.09139/) (2024)
- [How Managers Perceive AI-Assisted Conversational Training for Workplace Communication](https://mlsanity.com/paper/2505.14452/) (2025)
- [A Survey of Passive Sensing for Workplace Wellbeing and Productivity](https://mlsanity.com/paper/2201.03074/) (2022)

## Built on by (most cited first, 2 of 2)

- [Designing KRIYA: An AI Companion for Wellbeing Self-Reflection](https://mlsanity.com/paper/2601.14589/) (2026)
- [AI-Mediated Negotiation: Design Reflections and Lessons](https://mlsanity.com/paper/2606.21886/) (2026)

## Abstract (arXiv)

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.