Acceptance of AI-based goals in negotiations

Although algorithms have been proven to work faster and more precisely, their potential is often underutilized. Reservations about algorithms mean that their integration into day-to-day business is inhibited. Various studies show different ways to increase the acceptance of algorithms.

The use of digital assistants is also increasing in negotiations. From analysis tools for developing a negotiation strategy to chatbots and negotiation assistants that can conduct a negotiation independently. Studies show which type of digital technologies can be best used in which phase of the negotiation. The current NAP study focuses on the use of an algorithmic tool to derive a negotiation objective. Who do the test subjects believe more when deriving their goal: the algorithm or a human employee?