Bargaining Chip: Artificial Intelligence in Negotiation

Skup: Christiansen, B., & Škrinjarić, T. (Eds.), Handbook of Research on Applied AI for International Business and Marketing Applications

Izdavač: IGI Global

DOI: 10.4018/978-1-7998-5077-9.ch014

Stranice: 256-277


Negotiation is one of the basic forms of interpersonal communication, especially important in contemporary business. Although we assume that only humans can engage in negotiations, there are many negotiation support systems and software agents designed to assist human negotiators before and during the process. They were developed to overcome human cognitive biases and limited ability to handle information. They can support human negotiators, but also be used in place of humans to carry out negotiations on their own. The aim of this chapter is to provide an overview of different types of electronic negotiation, most recent advances in that area, some challenges in electronic negotiation, and interaction between humans and agents in negotiation.
Ključne reči: Negotiation, Automated Negotiation Agent, Electronic Negotiation, Human-Agent Negotiation, Negotiation Strategy, Negotiation Support Systems, Opponent Modeling