A systematic literature review of the use of AI in negotiation activities

Kelly, Stephen; Robertson, Aaron; Tingey, Josh; Davie, Stuart; Chicksand, Daniel; Polychronakis, Yiannis; Sapountzis, Stylianos

Abstract

This systematic literature review analyses 63 papers that research into the use of Artificial Intelligence (AI) in negotiation activities and processes within the Purchasing and Supply Management (PSM) field. Negotiation is a key PSM activity in which individuals representing buying organisations attempt to achieve supply-based objectives through discussions with suppliers. Recent AI developments offer opportunities for organisations to enhance their negotiation activities and outcomes, but the extant research would benefit from a systematic synthesis to establish the trajectory and publication field spread and also the identification of some key sub-themes in terms of benefits, inputs for success and challenges.

• Presentation Conference Type: Conference Paper (unpublished)
• Conference Name: International Purchasing & Supply Education & Research Association
• Start Date: Mar 31, 2025
• End Date: Apr 2, 2025
• Acceptance Date: Mar 9, 2025
• Publication Date: Apr 2, 2025
• Deposit Date: Apr 24, 2025
• Peer Reviewed: Peer Reviewed