Why Your AI Negotiation Coach Might Not Work for Everyone

AI-powered tools are becoming a cornerstone in workplace negotiations, promising to make us all better negotiators. But here's the catch: these tools might not be as universally effective as we think.

The Study

A recent experiment involving 267 participants threw some light on this. The study compared a theory-driven AI named Trucey, a general-purpose AI, and the good old negotiation handbook. Participants weren't just random picks. they were grouped using the Big-Five personality traits into three categories: resilient, overcontrolled, and undercontrolled.

Here's what they found. Resilient folks got a lot out of the negotiation handbook. They achieved broad psychological gains, which suggests that perhaps traditional methods aren't obsolete after all. Overcontrolled participants, on the other hand, found specific improvements thanks to Trucey, the theory-driven AI.

The Real Story: Personality Matters

Now, let's talk about the undercontrolled group. Despite engaging with both AI and traditional methods, they showed minimal improvement. It's like trying to use a hammer when you need a screwdriver. This could mean personality traits play a bigger role in the effectiveness of AI coaching than previously thought.

So what does this mean for AI developers? Stop assuming that one AI fits all. What we need is more adaptive coaching systems that cater to individual readiness levels. It's not about throwing algorithms at people and hoping for the best.

Why Should You Care?

If you're a business leader investing in AI tools or a developer building them, here's the question: Is your AI genuinely serving its users, or is it just another shiny tool in the toolbox? The pitch deck says one thing. The product says another. What matters is whether anyone's actually using this effectively.

The founder story is interesting. The metrics are more interesting. If you're in the trenches, grinding away at making AI work for your team, consider personality as a essential factor. It's not just about having an AI coach. it's about having the right kind of coach.

Fundraising isn't traction, but neither is building an AI that doesn't adapt to its user. In a world obsessed with scaling fast, maybe it's time to take a step back and focus on scaling smart.