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Artificial Intelligence as a Business Negotiation Partner
Jowita Świerczyńska
https://orcid.org/0000-0002-6748-9635Wojciech Polan
https://orcid.org/0000-0003-1749-7220Abstract
RESEARCH OBJECTIVE: The objective of this paper is to explore whether and to what extent artificial intelligence can serve not only as a support tool but potentially as an autonomous business negotiation partner.
THE RESEARCH PROBLEM AND METHODS: The fundamental research problem is to determine the potential of artificial intelligence (AI) to replace human negotiators in the negotiation process. In order to carry out the research task so defined, the following research methods were used: descriptive analysis, with a prior review of literature sources; elements of comparative analysis; SWOT analysis; deduction and synthesis.
THE PROCESS OF ARGUMENTATION: In this study, the focus is on the issue of using the potential of AI in the negotiation process. The article discusses the essence of negotiations and their automation, presents the SWOT analysis for the use of artificial intelligence in the negotiation process, defines the Negotiation Algorithm Protocol System, at the same time indicating possible applications and importance to business. It also attempts to define the Artificial Intelligence Negotiation Algorithm
RESEARCH RESULTS: The analysis shows that while artificial intelligence is not yet capable of independently conducting negotiations, it significantly supports preparatory and repetitive tasks, increasing the chances of success through negotiation algorithms. The study introduces the conceptual frameworks of NAPS and AINA, which clarify AI’s role, potential, and limitations in negotiation processes. It also identifies key research gaps, stressing the need for empirical validation and the development of criteria for defining negotiation “equality” between humans and AI.
CONCLUSIONS, INNOVATIONS, AND RECOMMENDATIONS: The study concludes that AI cannot yet fully replace human negotiators; nevertheless, the authors propose valuable conceptual frameworks (NAPS and AINA) that clarify its potential and limitations. A key novelty lies in outlining future research on negotiation algorithms, emotional and non-verbal communication, and the integration of AI with big data and blockchain.
Keywords
negotiation process ; artificial intelligence ; negotiation algorithm ; AINA ; NAPS
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