ABSTRACT Negotiations are central to reach consensus between supply chain partners while, simultaneously, meeting internal cost and quality targets. Purchasing prices can be improved by inducing competition in the supply base. In this context, the application of mechanism design theory in negotiations gained enhanced attention. While such approaches can result in high cost reductions, mechanism design-based negotiations are very complex. The paper aims at answering the question whether artificial intelligence (AI) can facilitate the execution of mechanism design-based negotiations. To this end, a World Café has been conducted at an automotive original equipment manufacturer. A group of 20 experts from the fields of purchasing and AI discussed the potentials of AI for the purchasing function. The results indicate that the application of AI can indeed facilitate the execution of mechanism design-based negotiations and help overcoming bounded rationality problems. Even more, AI might be a game changer for the purchasing function.

中文翻译：

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采购中的人工智能：促进基于机制设计的谈判

摘要 谈判对于在供应链合作伙伴之间达成共识至关重要，同时满足内部成本和质量目标。可以通过在供应基础中引入竞争来提高采购价格。在此背景下，机制设计理论在谈判中的应用受到了越来越多的关注。虽然此类方法可以大幅降低成本，但基于机制设计的谈判非常复杂。本文旨在回答人工智能 (AI) 是否可以促进基于机制设计的谈判的执行的问题。为此，一家汽车原始设备制造商举办了 World Café。来自采购和人工智能领域的 20 位专家讨论了人工智能在采购职能方面的潜力。结果表明，人工智能的应用确实可以促进基于机制设计的谈判的执行，并有助于克服有限理性问题。更重要的是，人工智能可能会改变购买功能的游戏规则。