Forecasting Applications of Artificial Intelligence in Buyer-Supplier Negotiations

Abstract: Artificial intelligence (AI) is progressively permeating wide areas of social and economic life. Numerous organizations have already recognized the potential of AI to optimize their business processes. In this respect, AI also represents a promising opportunity for the effective and efficient management of buyer-supplier negotiations. Nevertheless, thus far there exist only few use cases in the literature for AI in buyer-seller negotiations. In a Delphi study, we therefore asked experts to first estimate potential applications of AI and, in a second step, to assess and rank their likelihood of implementation, impact and acceptance within the context of buyer-seller negotia-tions. While our forecasting provides fruitful implications for both procurement and sales organi-zations, our findings also provide scholars with an empirically substantiated agenda for future research in the field.

Keywords: buyer-supplier negotiation, artificial intelligence, procurement 4.0, Delphi method