AI meets Negotiation Expertise

Send a text Struggling with AI in your negotiation prep? You're not alone. After training hundreds of B2B negotiation professionals, I've identified two critical mistakes that limit AI effectiveness in negotiations. In this video, I'll show you exactly how to fix them using Microsoft Copilot. What you'll learn: ✅ Why most people investigate the other party incorrectly (and mis...

Send a text When deploying AI negotiation assistants, organizations face a fundamental question: should your agent extract maximum value or seek fair, mutually beneficial outcomes? This isn't a technical decision—it's philosophical, reflecting your company's approach to relationships and value creation. In this episode with Prof. Remi Smolinski, we explore how sales teams use integr...

Send a text  In this second of three episodes based on my conversation with Professor Remi Smolinski, we share how targeted training and coaching reduce friction and build the confidence teams need to adopt AI in everyday negotiations.  If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai I welcome any suggestions, questions, or comments at yrana@negoai.ai --...

Send a text In this first of three episodes based on my conversation with negotiation expert Remi Smolinski, I share key insights about how AI transforms negotiation outcomes. Based on research with 120+ executives, we discuss why negotiators using large language models achieve 40-48% better individual results and 84% better joint outcomes - even without building trust first. I explain the practic...

Send a text McKinsey faces a paradigm shift when PharmaCrest Global deploys AI to challenge their $18.5 million consulting proposal. Part two of our negotiation analysis examines how established consulting firms adapt when clients use AI tools that complete market analysis in two hours versus their traditional two-week timeline. This episode explores McKinsey's strategic response to AI-empowe...

Send a text PharmaCrest Global uses AI to transform a $18.5 million McKinsey negotiation. When internal AI tools complete market analysis in two hours versus McKinsey's two weeks, the power dynamic shifts dramatically. This episode demonstrates how AI disrupts traditional consulting relationships and empowers buyers in high-stakes negotiations. We examine the preparation process using multi-a...

Send a text Explore how AI transforms negotiation analysis through a real-world case study. We examine the 2008 Tata Motors acquisition of Jaguar Land Rover from Ford using two specialized AI assistants: Erin for cross-cultural management and Deepak for negotiation preparation. Discover how AI identified key cultural challenges facing an Indian company acquiring iconic British luxury brands, analy...

Send a text The second problem we have to tackle is how to distill a comprehensive negotiation assistant into less than 10,000 characters for Microsoft Copilot. If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai I welcome any suggestions, questions, or comments at yrana@negoai.ai ------------------------------------------------------------------------------...

Send a text One problem we are facing in Cassidy is that whenever we scrape a LinkedIn profile with the built-in scraper, the information is limited to the headings. If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai I welcome any suggestions, questions, or comments at yrana@negoai.ai -------------------------------------------------------------------------...

Send a text Today, we're diving into the very foundation of NegoAI: our Ethos. We developed this Ethos because, in the critical environment of complex negotiation, your absolute trust in your AI assistant is essential. Understanding these core beliefs and ethical commitments isn't just important – it's key to leveraging our intelligent assistants with complete confidence and strateg...

Send a text Today, we're back in Cassidy showing you a comprehensive workflow that builds on what we did two weeks ago with the behavioral agents, now integrated with Deepak, our negotiation preparation assistant.  If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai I welcome any suggestions, questions, or comments at yrana@negoai.ai -------------------...

Send a text This week, I demonstrate how to use Deepak, our AI negotiation preparation assistant, to analyze scenarios efficiently and develop strategic insights. If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai I welcome any suggestions, questions, or comments at yrana@negoai.ai ----------------------------------------------------------------------------...

Send a text In this week's podcast, I demonstrate how to build custom AI agents that analyze LinkedIn profiles for personality assessment and negotiation strategy development - potentially replacing paid tools with tailored solutions. If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai I welcome any suggestions, questions, or comments at yrana@negoai.ai...

Send a text What if I told you that most negotiators leave significant value on the table due to one common misconception? Research shows that many fall into the 'fixed-pie bias' - assuming there's only a set amount of value to be divided, leading them to focus on claiming rather than creating value. If you enjoyed this episode, please leave a review and check out our website: www.n...

Send a text 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. If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai I welcome any suggestions, questions, or comments at yrana@negoai...

Send a text 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 to accept and what the other party is willing to offer. Your success in negotiations isn't just about finding any deal...

Send a text 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 need for a deal and concern about walking away empty-handed, compared to yours, the greater your negotiating advantage. Let me share...

Send a text 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 perspective. Then, during the actual negotiation, they get stuck focusing on the other party's demands, never exploring the underlying inte...

Send a text 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 Language Models (LLMs) in negotiations. First, LLM assistance provides substantial competitive advantages. When only one party had access to LL...

Send a text   In December 2023, US Steel surprised the American industrial landscape by announcing its agreement to be acquired by Japan's Nippon Steel for $14.1 billion. However, what started as a straightforward merger soon became entangled in presidential politics, union opposition, and national security debates. In this episode, we'll explore the key factors and critical moments that...

Send a text In this episode, we'll explore the 66 billion $ merger negotiations between Allergan and Actavis, and the hostile takeover attempt by Valeant.  Joining me again is my special co-host, Alex, an advanced Artificial Intelligence known as ChatGPT.  Alex brings a unique perspective to our analysis, harnessing the power of AI to deepen our conversation.  If you enjoyed this episode, ple...

Send a text In this episode, I'm trying something new. I'm joined by a special co-host, Alex, an advanced artificial intelligence known to many as Gemini.  Alex brings a unique perspective to our analysis, harnessing the power of AI to deepen our conversation.  Let's dive into the conversation on the negotiations between Microsoft and LinkedIn.  If you enjoyed this episode, please l...

Send a text On February 19, 2014, Facebook announced a definitive agreement to acquire WhatsApp, for a total of $19 billion in cash and stock. In this episode, we'll explore the key factors and the critical moments that shaped the negotiations between Facebook and WhatsApp. Audio contributions are provided by: Facebook buys WhatsApp: Inside the deal https://www.youtube.com/watch?v=VPW51bHDIbM...

Send a text On May 7, 1998, Daimler-Benz announced plans to merge with Chrysler in a 38 billion $ deal, the largest industrial merger in history. In this episode, we'll explore the key factors and the critical moments that shaped the negotiations between Daimler-Benz and Chrysler. Bibliography Vlasic, B., & Stertz, B. A. (2001). Taken for a Ride: How Daimler-Benz Drove Off With Chrysler ....

Send a text In January 2000, America Online announced the acquisition of Time Warner for 182 billion $ in an all-stock transaction. In this episode, we'll explore how self-interest and hubris shaped the negotiations between AOL and Time Warner. Bibliography Klein, A. (2003). Stealing Time: Steve Case, Jerry Levin, and the Collapse of AOL Time Warner . Simon & Schuster. Munk, N. (2009). Fo...