Niklas F. BronnertIntroducing Automated Negotiators

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Negotiations are a demanding and often emotional task for people who have to agree on a mutually beneficial solution with their negotiating partner despite sometimes conflicting preferences.

Since negotiations simultaneously represent a direct lever on the profitability and competitiveness of companies, managers should provide their employees with the best possible support in this highly complex and highly relevant task. Artificial intelligence is considered a key technology in this regard, offering countless use cases for active and systematic management of negotiations.

Surprisingly, the use of artificial intelligence remains a currently untapped opportunity for an effective and efficient negotiation management in practice, also because negotiation research has sometimes focused on the advancement of the technology while ignoring ist necessary integration into socio-technical negotiation systems. With the aim of closing the current research gap and deriving recommendations for decision makers, this dissertation investigates how artificial intelligence can potentially be used in negotiations and, in particular, how artificial negotiation agents can be used instead of humans for performance-optimized and cost-efficient negotiation.

With the first study, it is shown how high the potential of artificial intelligence is for different phases of negotiation management for companies, taking into account the current technical possibilities (Study 1). Based on this, for the use case of negotiation automation, an experiment is used to analyze how the announcement of artificial agents affects negotiation outcomes, considering negotiation behavior and the perception of negotiators (Study 2). Finally, the third empirical study examines announcement strategies that increase negotiators' acceptance of artificial agents without weakening the negotiation outcome (study 3).

Ihr Werk im Verlag Dr. Kovač

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