AI and negotiation: The silicon–carbon communication orientation (SILCCO) framework for understanding technology-mediated negotiation

Technology is reshaping negotiation as communication has moved to digital channels, and counterparts are increasingly AI agents. Both changes challenge a persistent underlying assumption in negotiation research that emotions are readily and reliably transmitted between negotiators and in turn shape outcomes. Recent findings suggest neither change affects everyone equally, as digital exchanges and AI expressions can feel rich and authentic to some negotiators, yet hollow and artificial to others. To capture this individual belief, we propose the Silicon-Carbon Communication Orientation (SILCCO) framework. SILCCO comprises two dimensions, channel and sender, that together capture general individual differences in the perceived capacity of technology-mediated communication to convey emotional signals and foster emotional connection. We introduce a six-item scale to measure SILCCO and discuss its potential influence on technology-mediated negotiation outcomes.