The conference is hosted annually by the GSSI; an international network founded in 2007 whose members are distinguished by both academic and practical expertise in the fields of B2B sales and B2B sales management. Under the umbrella of the GSSI, worldwide research, teaching and best practices for professional B2B sales and sales management are united.
HNU researchers also travelled to Toronto for the conference from 7-10 June 2023 to present their work on AI-driven negotiation training, titled "Beat the Bot: AI-driven VR negotiation training". They represented a larger research team from HNU consisting of students from the SMI and MAM master's programmes (Robin Hindelang, Luca Fuchs, Pia Reihle, Verena Alt), research assistants (Stephanie Jordan) and professors (Prof. Dr. Alexander Kracklauer, Prof. Dr. Barbara Dannenmann). In addition, Professor Deva Rangarajan from the IÉSEG School of Management in Lille, France, and Prof. Dr. Jörg Westphal from the FOM Hochschule für Oekonomie und Management in Bonn, Germany, are among the researchers.
"Beat the Bot": How much acceptance does AI-supported negotiation training receive?
The study presented investigated the acceptance of negotiation training with artificial intelligence (AI) and virtual reality (VR) among students with negotiation experience at German universities and colleges. The research team focused on the award-winning sales negotiation training "Beat the Bot" developed at HNU. This showed a high level of acceptance of the negotiation training among German students with initial negotiation experience.
The research team's findings not only provide valuable insights into the application of new technologies in sales training, but also offer practical added value in the area of training and further education of sales organisations.
