Leadership functions in the negotiation process in the context of the introduction of artificial intelligence technology

Context and relevance. The use of artificial intelligence (hereinafter referred to as AI) in the negotiation process creates a fundamentally new hybrid anthropotechnical reality, in which interpersonal communication is supplemented by the mandatory use of AI as an intellectual mediator-assistant, critically important for enhancing negotiation effectiveness. This presents the negotiation leader with new challenges, as a result of which the traditional functions of the leader undergo systemic transformation. There is a need to define a new structure of the negotiation leader's functions, reflecting their central role in the process.
Objective. To analyze the transformation of the leader's functions in the negotiation process under the influence of AI technologies.
Hypothesis. With the introduction of AI technologies into the negotiation process, the value of a leader increases and their functions are transformed.
Methods and materials. The study involved 60 subjects – senior students of the Moscow Aviation Institute (National Research University). The age of the participants is 22-23 years old. The methods of laboratory experiment and observation were used in the work, during which the effectiveness of the negotiation process was assessed according to the developed assessment scale.
Results. The results showed that teams in which the leader critically evaluates the recommendations of AI achieved better results during the negotiation process. The most significant advantages were shown in the quality of the relationship between the parties and the ethical validity of the decisions. At the same time, teams relying solely on AI were more likely to demonstrate formally optimal but socially immature arrangements. The study confirmed that the control of a human leader remains an indispensable element for achieving comprehensively effective and sustainable negotiation results.
Conclusions. The data obtained confirm that the presence of a leader in the negotiation process who critically evaluates the recommendations of AI through a system of five functions (strategist, interpreter, controller, emotional integrator, moral arbiter) increases the overall effectiveness of negotiations by strengthening the socio-psychological and ethical aspects of interaction.

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