When AI Joins the Negotiation Table: Evaluating AI as a Moderator

DOI

Negotiation is a crucial decision-making process where parties seek to resolve differences and optimize outcomes. While prior research has focused on maximizing negotiation outcomes, fostering a collaborative atmosphere is essential for long-term relationship-building. This study explores the role of AI-assisted moderation in negotiations that emulate high-stress environments. We developed a text-based AI moderator and evaluated its usability and effectiveness in a two-phase study: a pilot study with 14 participants followed by a final user study with 16 participants. To provide an initial point of comparison, we assessed trust, respect, and equitability in AI-moderated versus non-moderated negotiations. Quantitative findings indicate a negative effect of AI-assisted moderation on relationship-building, while qualitative insights suggest that AI moderation fosters collaboration. However, the cognitive load of text-based facilitation hinders its effectiveness. These results highlight the importance of seamless AI integration and contribute to the broader discourse on AI’s role in behavior change and mediated communication.