Background. The integration of artificial intelligence (AI) into negotiation process has become a response to the challenges of today's highly complex and dynamic business environment. Growing volumes of information and the need to make strategic decisions in the face of uncertainty make traditional approaches to negotiation ineffective. Research into the impact of AI not only on the negotiation outcomes but also on the behavioral aspects of interactions between participants is particularly relevant.

Objective. To analyze the effectiveness of using AI technologies in the context of the socio-psychological aspects of negotiation process.

Study Participants. The study involved 60 people (aged 22–23 years), senior students of the Moscow Aviation Institute (National Research University).

Methods. The study implemented methods of laboratory experiment, observation, nonparametric statistical analysis using the Mann — Whitney U-test to test hypotheses in case of deviation from the normal data distribution.

Results. The study demonstrated that using AI in the negotiation process significantly increases the economic effectiveness of transactions (average benefit), contributes to the shift of dominant behavioral strategies towards cooperation and improves socio-psychological indicators of interaction (reducing tension, increasing communicative effectiveness and satisfaction with the process). In terms of the duration of negotiations and the frequency of coming to a full agreement, pronounced efficiency trends were revealed for the group with AI, which did not reach the level of statistical significance with the available sample size (n = 5 in the group) and requires confirmation in an expanded sample.

Conclusions. The presented experiment makes a reasoned contribution to the debate about the need to use AI in modern negotiation processes. The obtained data confirm that using AI in the negotiation process increases its effectiveness and transforms the socio-psychological climate of interaction during the negotiation process, shifting the emphasis from confrontation to cooperation.