AI and negotiation: where preparation ends and practice begins

AI Can Prepare the Negotiation. It Still Cannot Hold the Line for Your Buyer.

New negotiation-education research suggests AI can improve how learners experience preparation. The open question is whether those gains transfer into unaided spoken performance under pressure.

Practise Negotiation With ChatGPT

ChatGPT can sharpen preparation. Spoken sparring tests whether the strategy holds when a counterpart applies pressure.

How to Use AI for Negotiation Preparation

A practical guide to using AI for the analytical work before a negotiation, the four jobs it does genuinely well, how to prompt it so it sharpens your thinking instead of flattering it, and the one part of the work it cannot touch.

The Best AI Prompts for Negotiation Preparation

The difference between a vague request and a sharp result is the prompt. Here are the AI prompts that turn a general assistant into a genuine negotiation preparation partner, organised by task, with guidance on how to run them well.

How to Use AI to Research the Other Side Before a Negotiation

The side that understands the other's pressures and incentives negotiates from a stronger position. Here is how to use AI to build that picture quickly, without being misled by facts it invents.

How to Use AI to Pressure-Test Your Negotiation Strategy

A plan that has only been seen by people who want it to work is untested. Here is how to use AI as a tireless red team that attacks your negotiation strategy before the supplier does.

How to Use AI to Anticipate Objections Before a Negotiation

Most deals stall on the objection, not the opening. Here is how to use AI to surface the pushback you will face, prepare responses that are actually sayable, and prepare for the follow-up that comes after them.

How to Use AI to Screen a Contract Before You Negotiate

Before you can negotiate a contract you have to know what is wrong with it. Here is a three-step workflow for using AI to screen a supplier contract, classify its clauses against your position, and produce the list of levers you will actually negotiate.

PISA 2026 and AI: Are We Using AI to Learn, or to Avoid Learning?

The latest PISA results raise a question that matters beyond schools. AI can improve the work people produce while quietly reducing the effort through which some skills are learned.

AI and the Future of Conversation Skills

Recent research suggests AI can raise productivity and proactive behaviour while changing where people practise. How do organisations protect conversation skills?

AI Solved Procurement's Information Problem. It Created a Judgment Problem.

Procurement AI can research suppliers, summarize contracts, benchmark markets and reduce the time needed to prepare negotiations. The harder question is when to trust the answer, when to challenge it, and how to keep human judgment sharp.

AI Sycophancy at Work: When Feeling Understood Persuades

New research shows AI advice can become more persuasive when it mirrors a user's values. What this means for procurement, negotiation and judgment.

Why We Don't Put an AI Copilot in Your Negotiation

AI can help before and after a negotiation. Live prescriptive coaching is different: it can add cognitive load, encourage deference and operate on incomplete context.

AI-Rich, Experience-Poor: Procurement's Next Capability Gap

As AI removes routine work, junior procurement professionals may get better outputs while losing some of the repetitions through which practical judgment used to develop. The answer is not less AI, but more deliberate experience.

The Practice Paradox: Measure Capability Without Turning Training Into Surveillance

AI can make professional practice more observable. That can improve coaching, but if every weak attempt becomes management evidence, people have a reason to hide weakness instead of practising it.

Procurement AI Is Making Teams Faster. Is It Making Them Better Negotiators?

New BCG research shows agentic AI is delivering operational gains in procurement faster than supplier-facing commercial value. The harder work is turning saved time into better decisions, stronger negotiations and measurable business outcomes.