Rethinking Negotiation Effectiveness: Contextual Patterns from AI-Mediated Model Comparisons
Year: 2025
Type: preprint
Abstract: This study examines negotiation effectiveness through AI-mediated simulations. Eight models – four contemporary (Principled Negotiation, 3D Negotiation, Voss, Shell) and four spiritually inspired (Confucian, Daoist, Sufi, Tibetan Buddhist) – were tested across 8,506 simulations conducted by three AI systems (ChatGPT, Claude, Grok) acting as interpretive agents. The analysis spanned bilateral, multilateral, distributive, integrative, crisis, and communication-constrained scenarios, revealing a “context paradox”: models effective in one setting often faltered in another. Spiritually inspired approaches excelled in emotionally complex and relational contexts, while tactically optimized models thrived in structured, goal-driven situations. Under language barriers, models emphasizing authenticity and emotional intelligence showed greater adaptability, highlighting communication resilience as a key negotiation capability. Conversely, contemporary approaches proved particularly effective in maximizing quantifiable outcomes and sustaining strategic coherence under competing priorities. These findings challenge the outcome-centric orientation of mainstream negotiation research and support a pluralistic, context-sensitive understanding of negotiation effectiveness, showing that contextual variation fundamentally shapes negotiation practice.
Source: SocArXiv (OSF Preprints)
Author: Alisher Faizullaev
Language: English
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W4416631665