The Promise and Peril of Automated Negotiators
Abstract
Innovations in artificial intelligence are enabling a new class of applications that can negotiate with people through chat or spoken language. Developed in close collaboration with behavioral science research, these algorithms can detect, mimic, and leverage human psychology, enabling them to undertake such functions as the detection of common mistakes made by novice negotiators. These algorithms can simulate the cognitive processes that shape human negotiations and make use of these models to influence negotiated outcomes. This article reviews some of the scientific advances enabling this technology and discusses how it is being used to advance negotiation research, teaching, and practice.
Document Details
- Document Type
- Pub Defense Publication
- Publication Date
- Jan 01, 2021
- Source ID
- 10.1111/nejo.12348
Entities
People
- Jonathan Gratch
Organizations
- Air Force Office of Scientific Research
- Army Research Office
- National Science Foundation