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IACM 2023

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How Artificial Intelligence Promotes Ethical Fading In Negotiation

The present paper examines how interactions with AI may alter individual perceptions and behavior in the negotiation context, leading people to engage in ethically questionable tactics and obtain negotiated outcomes that may not align with their personal values and beliefs--a process known as ethical fading. We discuss how ethical fading may manifest across different AI use cases in negotiation (e.g., machine learning, NLP/generative pre-trained transformer, decision support systems, adversarial AI) and hope this paper can inspire future theoretical and empirical research that safeguards against AI-driven ethical breakdowns.

Amanda Weirup
Babson College
United States

Lily Morse
West Virginia University
United States


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