Abstract:

The article introduces the concept of “Negorealism” as a new perspective in the field of automated retail negotiations between key account managers and buyers, combining business realism with the development of artificial intelligence technologies, particularly within the framework of the Artificial Intelligence Negotiation Algorithms (AINA) project. Negorealism emphasizes a pragmatic approach to negotiation, in which the pursuit of market advantage, operational efficiency and risk minimization become key principles. In the context of H2AI (Human-to-Artificial Intelligence) relations, author examines how this approach could be applied to the relationship between humans and automated negotiation systems, transforming traditional negotiation processes.