PON Live! The MIT AI Negotiation Competition: Negotiation Theory Meets AI

Speaker Jared Curhan, Gordon Kaufman Professor of Management at MIT and Executive Committee Member at PON will  share key results, highlighting innovative prompts developed by the MIT AI Negotiation Competition’s winners and examining broader theoretical implications for negotiation and AI.

The MIT AI Negotiation Competition enlisted negotiation experts, students, and faculty from over 50 countries to prompt large language models (LLMs) to engage in various integrative and distributive negotiation tasks. Their challenge was to maximize value claiming (proportion of resources captured), value creation (joint benefit), and subjective value (counterpart satisfaction). Preliminary findings suggest that “nice” strategies play a surprisingly pivotal role in objective and subjective negotiation outcomes.

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