Problem
Research questions and friction points this paper is trying to address.
personality differences
AI-mediated negotiation
individual differences
adaptive coaching
intervention effectiveness
Not My Truce: Personality Differences in AI-Mediated Workplace Negotiation
🤖 AI Summary
This study addresses the limitation of existing AI negotiation coaching systems, which typically employ uniform strategies and overlook the moderating role of individual personality differences in intervention efficacy. Drawing on the Big Five personality traits and the ARC taxonomy, the authors classify users into three profiles: resilient, overcontrolled, and undercontrolled. A controlled experiment compares the effectiveness of a theory-driven AI coach (Trucey), a generic AI system, and a traditional instructional manual. Results indicate that resilient individuals benefit most from the manual, overcontrolled participants show significantly improved performance with the theory-driven AI, while undercontrolled users exhibit minimal responsiveness across conditions. These findings demonstrate that personality type is a key predictor of user readiness for AI coaching and underscore the necessity of dynamically calibrating support intensity based on individual preparedness, offering both theoretical insight and empirical validation for personalized AI coaching approaches.
📝 Abstract
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, overcontrolled workers showed outcome-specific improvements with theory-driven AI, and undercontrolled workers exhibited minimal effects despite engaging with the frameworks. These patterns suggest personality as a predictor of readiness beyond stage-based tailoring: vulnerable users benefit from targeted rather than comprehensive interventions. The study advances understanding of personality-determined intervention prerequisites and highlights design implications for adaptive AI coaching systems that align support intensity with individual readiness, rather than assuming universal effectiveness.
Innovation
Methods, ideas, or system contributions that make the work stand out.
personality-tailored AI
adaptive coaching
individual differences
AI-mediated negotiation
intervention readiness
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