Proceedings of the 11th International Conference on Opportunities and Challenges in Management, Economics and Accounting
Year: 2024
DOI:
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Artificial Intelligence and Automation Impacts for the Future of Negotiation
Pedro B. Agua, Anacleto Correia, Armindo Frias
ABSTRACT:
Since the dawn of times, negotiation has been the way human societies interacted, transitioning and prospering. The roots of the word negotiation can be traced, for example, from Latin as negotium, literally meaning the negation of otium, or the negation of leisure, hence ‘busy-ness’, from which the word business came from. Societies and organizations that perfected the way to negotiate, prospered of captured the most of value available, while other no so much. Therefore, for a long time the negotiation capabilities remained solely with individuals. However, Artificial Intelligence (AI) has been invading all spheres of human existence, with positive and potentially negative impacts. As a consequence, automated negotiations has becoming a reality, even if just on its early stages. Besides Negotiation Support Systems (NSS) effective evolution, the Age of Negobots, automatic negotiation agents is raising, and may have an unforeseen impact in all spheres of life. It is not difficult to understand the economic impacts of powerful algorithms conducting automated negotiation on behalf of humans, organizations or states, while analysing massive volumes of historical and real-time data which provides and advantage for the most performing ones. The purpose of this paper is to provide an application of a framework to identify and rate potentially disruptive technologies across several relevant dimensions and critical variables of business. In order to assess an emergent technology in what concerns its potential a pragmatic framework is applied, and preliminary results, rating the potentially disruptive technology are presented.
keywords: Artificial Intelligence, Automation, Negotiation, Emergent Disruptive Technologies, Framework