Paper Number
2753
Paper Type
Complete
Abstract
Venture capital term sheet negotiations play a critical role in the success of entrepreneurial ventures, underscoring the importance of entrepreneurs' negotiation skills in this context. While conversational agents hold significant potential for training these skills, the academic literature and practical applications lack a comprehensive approach to principles and evidence for a conversational agent tailored for this purpose. To address these gaps, the paper used a design science research approach to develop and evaluate a conversational agent that assists entrepreneurs in improving their negotiation skills for venture capital term sheet negotiations. The evaluation results support the overall appropriateness of the proposed prototype and its design principles from an entrepreneurial perspective, providing a valuable contribution to both entrepreneurial education research and technology-mediated negotiation training.
Recommended Citation
Zahn, Eva-Maria and Fritsch, Teresa, "Developing a Conversational Agent for Training Negotiation Skills for Venture Capital Term Sheet Negotiations" (2024). ICIS 2024 Proceedings. 2.
https://aisel.aisnet.org/icis2024/learnandiscurricula/learnandiscurricula/2
Developing a Conversational Agent for Training Negotiation Skills for Venture Capital Term Sheet Negotiations
Venture capital term sheet negotiations play a critical role in the success of entrepreneurial ventures, underscoring the importance of entrepreneurs' negotiation skills in this context. While conversational agents hold significant potential for training these skills, the academic literature and practical applications lack a comprehensive approach to principles and evidence for a conversational agent tailored for this purpose. To address these gaps, the paper used a design science research approach to develop and evaluate a conversational agent that assists entrepreneurs in improving their negotiation skills for venture capital term sheet negotiations. The evaluation results support the overall appropriateness of the proposed prototype and its design principles from an entrepreneurial perspective, providing a valuable contribution to both entrepreneurial education research and technology-mediated negotiation training.
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Comments
03-Learning