Scienza del Negoziato e Intelligenza Artificiale


The awareness of the historical evolution of the negotiation over the centuries gives us a conflict resolution tool capable of adapting to the economic, cultural and scientific context and which draws its innovative strenght from the capability to improve its effectiveness by borrowing, within the strategies and techniques that characterize the methodological plexus, the empirical results of the other disciplines. As already happened with elaborations coming from intercultural communication, from the neurosciences and the cognitive psychology, the negotiation methodology is today faced with a new challenge: understandig the potential and the limits of the enormous development that in the technological field have been made in terms of Artificial Intelligence. The contribution in object wants to analyze Negotiation and Artificial Intelligence highlighting the potential relationship between this two apparently distant realities. We will proceed by describing the elements and application of these latter, focusing in particular on the Negotiation Team and on he strategic phase of the negotiation and how the Artificial Intelligence can become a performing element about it. By combining the Cognitive Technology of the Artificial Intelligence algorithm that allows on a semantic basis, the understanding, the reasoning, the answering with some specific properties of the Human Mind, such as passion, empathy, feeling (and creativity?), we highlight how, specially in the strategic phase of the negotiation, the negotiation methology could be significantly strenghtened in the effectiveness thanks to the intervantion of Artificial Intelligence tools, about it will be investigate the ipothetic role in relation to the Human component, making some hypotheses on how the Negotiation Teams of the future can be composed.

Antonazzi M., Iarrapino R. (2020) "Scienza del Negoziato e Intelligenza Artificiale " Journal of Ethics and Legal Technologies, 2(2), 125-144. DOI: 10.14658/pupj-JELT-2020-2-6  
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Journal of Ethics and Legal Technologies
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