Key Research Papers and Sources

Recent Developments (2024-2025)

1. Harvard Business Review (July 2025): "How AI Is Reshaping Supplier Negotiations"

   • AI revolutionizing supplier negotiations for speed, scalability, and strategic agility
   • URL: https://hbr.org/2025/07/how-ai-is-reshaping-supplier-negotiations

2. Stanford HAI (June 2025): "The Art of the Automated Negotiation"

   • Different AI agents have wildly different negotiation skills
   • Playing "an inherently imbalanced game"
   • URL: https://hai.stanford.edu/news/the-art-of-the-automated-negotiation

3. MIT Technology Review (June 2025): "When AIs bargain, a less advanced agent could cost you"

   • Weaker AI models often lose in AI-to-AI price negotiations
   • Raises concerns about growing disparities
   • URL: https://www.technologyreview.com/2025/06/17/1118910/ai-price-negotiation/

Commercial Solutions

1. Icertis NegotiateAI: AI-driven contract negotiation solution
   • Analyzes contract terms, identifies risks, provides real-time insights
   • URL: https://www.icertis.com/products/ai-applications/negotiateai/
2. Pactum AI: Autonomous negotiations platform
   • Uses AI for negotiations between multiple parties without human intervention
   • Advanced algorithms for automated bargaining
   • URL: https://pactum.com/understanding-autonomous-negotiations/

Academic Research

1. "Making sense of negotiation and AI: The blossoming of a new collaboration" (2024)
   • Categorizes AI's role: assistance, semi-automation, and automation
   • Warns about AI-automated negotiations as potential cyber security risk
   • 9 citations, published in International Journal of Commerce
2. "A systematic mapping study on automated negotiation for autonomous intelligent systems" (2025)
   • Bilateral negotiation in economics and AI
   • Matching market systems for automated bargaining
   • Published in Automated Software Engineering
3. "Negotiation assistant bot of pricing prediction based on machine learning" (2020)
   • Combines negotiation with machine learning
   • 21 citations, focuses on pricing prediction
   • Published in International Journal of Intelligence Science

Key Technical Insights

• Reinforcement Learning: Used for learning optimal negotiation strategies
• Genetic Algorithms: Applied for automated bargaining games
• Natural Language Processing: Essential for understanding and generating negotiation dialogue
• Risk Assessment: AI can analyze contract terms and identify potential risks
• Real-time Analytics: Provides immediate insights during negotiations

Challenges Identified