Vol. 11 No. 4 (2025)
December

Articles

Artificial intelligence negotiation algorithms: Pioneering artificial intelligence negotiation algorithms for business

Published 2025-12-29

  • Anna Odrobina
    • ,
  • Wojciech Polan
    • ,
  • Jowita Świerczyńska

Anna Odrobina
Krakow University of Economics

Wojciech Polan
Krakow University of Economics

Jowita Świerczyńska
Krakow University of Economics

Abstract

Objective: The article aims to demonstrate AI’s role in supporting negotiation preparations, especially in defending the starting position.

Research Design & Methods: In the article, we applied a descriptive analysis, with a prior review of literature sources, comparison, and deduction. We based the development of the artificial intelligence negotiation algorithms (AINA) on a heuristic-synthetic method.

Findings: We propose an algorithm for defending the starting position that not only structures the negotiation process but also provides practical semantic tools to effectively defend the offer and build long-term relationships with customers.

Implications & Recommendations: The AINA algorithm not only offers an effective tool for present negotiators but also provides the foundation for further identification and development of advanced negotiation algorithms. The considerations presented aimed at providing business practitioners with insights into the integration of AI into negotiation strategies and starting a dialogue on the unification of such algorithms in future AI models that will be capable of conducting complex negotiations.

Contribution & Value Added: The presented algorithm for defending the starting negotiation position, which combines the F-A-B technique (Feature-Advantage-Benefit) with the straight line persuasion (SLP) model, represents a novel conceptualisation of defensive logic in negotiations. It focuses on resisting premature concessions while maintaining constructive dialogue. This synthesis constitutes a significant added value and an attempt to address an existing research gap.

Keywords

negotiation process, artificial intelligence, negotiation algorithms, AI-driven business models, AINA

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Author Biography

Anna Odrobina

Assistant Professor at Krakow University of Economics, Department of International Economics at the College of Economics, Finance and Law. Her research interests include international business, especially multinationals, slowbalisation and other changes in globalisation process, R&D activity and technological progress.

Wojciech Polan

Assistant Professor at Krakow University of Economics, Department of International Economics at the College of Economics, Finance and Law. His research interests include a combination of topics providing a broad yet interconnected scope that bridges technology and personal development in business.

Jowita Świerczyńska

Assistant Professor at Krakow University of Economics, Department of International Economics at the College of Economics, Finance and Law. Her research interests include entrepreneurship and international business, communication and negotiations in international business.

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