UDC 378.147:004.8:658

Dobrovolskaya T.Yu.¹ (Moscow, Russian Federation) – tdobrovolskaya@synergy.ru; Dobrovolskaya M.V.² (Moscow, Russian Federation) – dobrovolskaya_maria@mail.ru

¹Synergy University

²Lomonosov Moscow State University

Abstract. The objective of this study is to develop and validate a methodology for leveraging generative artificial intelligence (AI) to cultivate negotiation competencies among undergraduate students majoring in Entrepreneurship. The research methodology is grounded in a triadic pedagogical architecture (“student–instructor–AI system”), an iterative “Query–Assessment–Reflection” cycle (adapted QJE framework), and principles of mandatory expert pedagogical oversight. The article establishes assessment criteria for negotiation competencies, encompassing interest diagnostics, calculation of the bargaining zone (ZOPA), application of principled negotiation strategies, critical verification of AI-generated outputs, and the quality of agreement documentation. The practical significance of the study lies in the development of an instructional module titled “Technology of Preparing and Conducting Negotiations,” a repository of prompt scenarios for entrepreneurial negotiations, and methodological guidelines for pedagogically supervising generative AI sessions. Pilot testing with a sample of 30 students confirmed a statistically significant increase in the composite indicator of negotiation competencies within the experimental group (p < 0.001, d = 1.66). Correlation analysis revealed that critical verification of AI outputs (fact-checking, source validation, logic assessment, and conclusion verification) serves as the primary predictor of success in negotiation simulations (r = 0.81, p < 0.001). The findings can be applied to the development of digital negotiation simulators and the design of competency-oriented learning pathways within higher entrepreneurial education.

Keywords: artificial intelligence; negotiation competencies; entrepreneurship education; AI simulator; iterative cycle; pedagogical mediation; principled negotiation strategy.

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For citation: Dobrovolskaya, T. Yu., & Dobrovolskaya, M. V. (2026). Generative artificial intelligence in developing negotiation skills for entrepreneurs. CITISE, 2, 682–694. (In Russian).