
AI meets Negotiation Expertise
The art and science of negotiation is undergoing its biggest transformation in decades.
Our research, involving 120 experienced negotiators in complex business deal simulations, demonstrates that LLMs fundamentally change negotiation dynamics.
When only one party has access to LLM support, they achieve notably better outcomes: buyers gained 48.2% and sellers 40.6% more value compared to their counterparts.
Even more compelling, when both parties use LLM support effectively, joint gains increase by 84.4% compared to traditional negotiations.
However, achieving these results requires mastering both negotiation fundamentals and LLM capabilities. Neither alone is sufficient.
Podcasting since 2023 • 14 episodes
AI meets Negotiation Expertise
Latest Episodes
From Theory to Practice: Applying AI to Negotiation Fundamentals
Over the past month, we've explored how AI fundamentally transforms negotiation dynamics and outcomes. Today, we'll connect these foundational concepts and demonstrate how to integrate them into your preparation process.
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13:00

The Hidden Zone Where Deals Happen: Mastering ZOPA in Negotiations
The Zone of Possible Agreement (ZOPA) represents the range where deals are possible - it's the space between the seller's minimum acceptable price and the buyer's maximum acceptable price. Think of it as the overlap between what you're willing ...
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9:25

Understanding Your Power: BATNA and Leverage in Negotiations
Did you know that leverage in negotiations isn't just about facts or power - it's primarily about perception? Research shows that leverage is determined by which party feels they have more at stake if no agreement is reached. The stronger their...
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Season 3
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Episode 3
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8:59

Understanding Interests in Negotiation
What's the biggest mistake most negotiators make? During preparation, they focus entirely on their own goals and perspective. Most spend their time thinking only about what they want to achieve, without considering the other party's...
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Season 3
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Episode 2
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8:06

The Future of Negotiation: When AI Joins the Table
Research examining how artificial intelligence affects business negotiations has yielded significant findings. An experiment with 120 experienced negotiators simulating complex business deals reveals three fundamental insights about using Large...
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Season 3
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Episode 1
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4:58
