AI in Negotiations

Preparation & Analysis

What AI is effective at

AI is well suited to analyzing large amounts of unstructured information, structuring issues and arguments, and supporting systematic preparation. It accelerates repetitive tasks and helps ensure that key aspects are not overlooked.

Its limitations lie in contextual understanding and nuance. AI does not replace judgment, experience, or tacit knowledge. Used well, it serves to deepen and challenge preparation, not to replace it. Outputs are a starting point for thinking — not a finished solution.

Decision Quality & Judgment

Where human responsibility must remain central

AI can support decision-making by generating options, comparing alternatives, and making trade-offs more explicit. It is particularly useful as a sparring partner to test assumptions and lines of reasoning.

At the same time, fluent AI output can create false confidence and blur accountability. Decision ownership remains clearly human. Good practice means using AI to inform and challenge thinking, while keeping responsibility and final judgment explicit.

Learning, Consistency & Scale

Where AI supports organizations, not just individuals

AI can strengthen organizational learning by identifying patterns, supporting post-case reviews, and helping establish consistent quality across teams. Knowledge becomes available beyond individuals, making good practices easier to share and scale.

Without structure, these benefits quickly erode. AI must be embedded in shared routines and governance, not individual habits. This allows learning to scale without reinforcing bias or weakening accountability.

Preparation & Case Structuring

• Defining objectives, interests, and boundaries
• Mapping stakeholders, roles, and negotiation dynamics
• Developing scenarios and alternative approaches
• Using checklists to improve completeness

AI supports structured preparation without replacing judgment. It helps teams work more consistently across cases and provides a solid foundation for reusable frameworks and tools.

Decision Support & Sparring

• Exploring options and trade-offs before committing
• Stress-testing assumptions and argument lines
• Preparing role-plays and scenario reflection
• Using AI as a sparring partner, not a decision-maker

Used as a disciplined thinking aid, AI helps teams challenge reasoning and improve alignment. Decisions remain human, explicit, and accountable.

Capability Development & Learning

• Negotiation training, onboarding, and practice scenarios
• Post-case reviews and pattern recognition
• Retaining knowledge beyond individuals
• Improving consistency across teams and regions

AI supports learning when embedded in shared routines and governance. It helps organizations build capability over time.
In cooperation with C-TO-BE.