AI meets Negotiation Expertise
Yadvinder Singh Rana
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.
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Top 10 AI meets Negotiation Expertise Episodes
Goodpods has curated a list of the 10 best AI meets Negotiation Expertise episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to AI meets Negotiation Expertise for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite AI meets Negotiation Expertise episode by adding your comments to the episode page.
Understanding Your Power: BATNA and Leverage in Negotiations
AI meets Negotiation Expertise
03/07/25 • 8 min
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 how understanding BATNA and leverage can transform your negotiation outcomes.
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 [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
The negotiations between Microsoft and Linkedin
AI meets Negotiation Expertise
07/01/23 • 22 min
In March 2016, Microsoft announced the acquisition of LinkedIn for $26.2 billion $ in cash.
In this episode, we explore the key factors and the critical moments that shaped the complex negotiations between the two companies and explain why LinkedIn opted for Microsoft over Salesforce.
Audio contributions are provided by:
Microsoft to Acquire LinkedIn for $26.2 Billion: https://www.youtube.com/watch?v=B9S6iI-7o38&t=22s
The David Rubenstein Show: Satya Nadella: https://www.youtube.com/watch?v=NUl-a3GZznQ
Jeff Weiner Interviewed at Web 2.0 Summit 2010: https://www.youtube.com/watch?v=unnQOEuAG8o
Microsoft buys LinkedIn - Full Announcement - Satya Nadella & Jeff Weiner - June 13th 2016: https://www.youtube.com/watch?v=IPY2sTt1dfI
LinkedIn's Jeff Weiner, Keynote Speaker | Wharton Undergraduate Graduation 2018: https://www.youtube.com/watch?v=NMJ_UrMNyLY&t=535s
Watch CNBC's full interview with LinkedIn CEO Jeff Weiner: https://www.youtube.com/watch?v=SvEHRcJcrcM&t=159s
LinkedIn CEO on Microsoft acquisition, managing compassionately: https://www.youtube.com/watch?v=xvgwB-EZGMk&t=81s
If you enjoyed this episode, please leave a review and check out our website: www.negoai.ai
I welcome any suggestions, questions, or comments at [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
Tata and Ford negotiations for Jaguar and Land Rover
AI meets Negotiation Expertise
07/01/23 • 21 min
In June 2008, India-based Tata Motors completed the acquisition of the two British icons, Jaguar and Land Rover, from Ford Motor Company for US$ 2.3 billion.
In this episode, we explore the key factors and the critical moments that shaped the negotiations between Tata and Ford and establish the crucial role played by the unions in meeting Ford's primary interest.
Audio contributions are provided by:
Ford sells Jaguar, Land Rover to Tata: https://www.youtube.com/watch?v=lE_xRJ8KmAE
Ford CEO Alan Mulally - Interview - Jay Leno's Garage: https://www.youtube.com/watch?v=u4aatqMxFnE
TIME Magazine Interviews: Alan Mulally: https://www.youtube.com/watch?v=HF53TSu4xAY
The Sun gets the treatment at the Labour conference: https://www.youtube.com/watch?v=dZatq52abJw
Ratan N Tata in conversation at Stanford Graduate School of Business: https://www.youtube.com/watch?v=1iovw-V_kD4
Bloomberg UTV Exclusive: Interview With Ratan Tata, Chairman, Tata Sons: https://www.youtube.com/watch?v=GOba7NJP6E4
Tata Motors buys Jaguar and Land Rover from Ford: https://www.youtube.com/watch?v=LHYRx06lD3k
Tata's Takeover of Jaguar and Land Rover: Bumpy Road Ahead? https://www.youtube.com/watch?v=H8kSF_pv9uE
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 [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
The negotiations between AOL and Time Warner
AI meets Negotiation Expertise
09/05/23 • 32 min
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). Fools Rush In: Steve Case, Jerry Levin, and the Unmaking of AOL Time Warner. HarperCollins.
Audio contributions are provided by:
AOL & Time Warner marriage - TheDeal.com reports: https://www.youtube.com/watch?v=dZYO2Xb2mmA&t=60s
PandoMonthly: Steve Case on the early days of AOL: https://www.youtube.com/watch?v=INraCDiFNdI&t=2s
"The Third Wave" author Steve Case on failed AOL-TimeWarner merger; great idea, poor execution: https://www.youtube.com/watch?v=A_bhM_1yVTY&t=470s
AOL-Time Warner Merger Architect on Mergers, Tech Bubbles and HuffPo: https://www.youtube.com/watch?v=W-B3_BX8F8I
AOL Time Warner Levin thank you: https://www.youtube.com/watch?v=4A_XLqtZIeQ
AOL - Time Warner, The Most Destructive Merger In History: https://www.youtube.com/watch?v=YuLuUyVPOCg&t=67s
Remembering AOL's acquisition of Time Warner on the merger's 20th anniversary: https://www.youtube.com/watch?v=y5tr9eiak7s&t=85s
Former Time Warner Chief Reveals What He Would Change: https://www.youtube.com/watch?v=LuVC6lY-hz0
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 [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
The negotiations between Daimler and Chrysler
AI meets Negotiation Expertise
11/21/23 • 27 min
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. Harper Paperbacks.
Main Audio contribution:
Special acknowledgment to Brian and Nick from Regular Car Reviews for their unique take on the Daimler-Chrysler merger. Their blend of insight and humor in the video History of the Chrysler / Mercedes Merger not only enriched this episode with valuable audio clips but also provided an unconventional and in-depth perspective on the merger.
Other audio contributions are provided by:
Daimler Chrysler Merger Press Conference from 1998...
https://www.youtube.com/watch?v=KfgrNYHyEkc
Germany Juergen Schremp new head of Daimler Benz AG
https://www.youtube.com/watch?v=_A2uUfcO1Xk
Lee Iacocca Steps down
https://www.youtube.com/watch?v=AHEbI0gm1ms
DaimlerChrysler merger lawsuit continues
https://www.youtube.com/watch?v=A_bhM_1yVTY&t=470
Zetsche Daimler Chrysler deal made 'substantial' loss
https://www.youtube.com/watch?v=v7ClQZHOUqM
Daimler Chrysler
https://www.youtube.com/watch?v=tBE4HteOgAw&t=267s
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 [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
The negotiations between Facebook and WhatsApp
AI meets Negotiation Expertise
01/25/24 • 25 min
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
Facebook’s Acquisition of WhatsApp & The Value of Strategic M&A
https://www.youtube.com/watch?v=VxbPX3W03YA
Facebook WhatsApp deal
https://www.youtube.com/watch?v=cT1Rjzs5Ul8
Zuckerberg defends Facebook's WhatsApp purchase
https://www.youtube.com/watch?v=EqraLds7z7A&t=25s
Zuckerberg on WhatsApp acquisition
https://www.youtube.com/watch?v=vgoctV4AcNw
Mark Zuckerberg: WhatsApp Worth More Than $19 Billion
https://www.youtube.com/watch?v=tgO7x-_HOKI
Mark Zuckerberg On The First Days Of Facebook
https://www.youtube.com/watch?v=N-F3mCdP8t4
Zuckerberg shares painful moment in Facebook history
https://www.youtube.com/watch?v=y74cdtfl4Oo
What's Up WhatsApp? (Jan Koum, CEO at WhatsApp & David Rowan) | DLD14
https://www.youtube.com/watch?v=WgAtBTpm6Xk
Facebook Celebrates 1Bn Users https://www.youtube.com/watch?v=RERkIA0WGrc
WhatsApp Co-Founder to Leave Facebook https://www.youtube.com/watch?v=cFo3as42HfI
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 [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
The Future of Negotiation: When AI Joins the Table
AI meets Negotiation Expertise
02/07/25 • 4 min
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 LLM support, they achieved notably better outcomes - buyers gained 48.2% and sellers 40.6% more value compared to their counterparts.
Second, when both parties used LLMs, the results were even more compelling: joint gains increased by 84.4% compared to negotiations without LLM support.
Remarkably, these improved outcomes were achieved despite decreased information sharing between parties, while maintaining fairness, with minimal gain differences between parties (2.2%). This finding challenges traditional negotiation theory, which assumes trust-building and information exchange are prerequisites for value creation.
This discovery introduces the concept of "technological equilibrium" - a state where equal AI access creates conditions for value creation through parallel exploration of solutions rather than sequential information exchange, enabling integrative outcomes even in low-trust settings.
While early adoption of LLM assistance clearly advantages individual negotiators, organizations should ultimately strive for universal access. This approach not only maximizes value creation but also promotes procedural fairness, with minimal gain differences between parties (2.2%) when both sides use LLMs.
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 [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
The Art of Value Creation: Moving Beyond the Fixed-Pie
AI meets Negotiation Expertise
04/03/25 • 12 min
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.negoai.ai
I welcome any suggestions, questions, or comments at [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
From Theory to Practice: Applying AI to Negotiation Fundamentals
AI meets Negotiation Expertise
03/27/25 • 13 min
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 [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
Building a Negotiation Workflow
AI meets Negotiation Expertise
04/22/25 • 3 min
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 [email protected]
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Copyright Disclaimer Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, teaching, scholarship, and research. Fair use is a use permitted by copyright statute that might otherwise be infringing.
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FAQ
How many episodes does AI meets Negotiation Expertise have?
AI meets Negotiation Expertise currently has 18 episodes available.
What topics does AI meets Negotiation Expertise cover?
The podcast is about Management, Podcasts, Business, M&A and Careers.
What is the most popular episode on AI meets Negotiation Expertise?
The episode title 'Trailer' is the most popular.
What is the average episode length on AI meets Negotiation Expertise?
The average episode length on AI meets Negotiation Expertise is 14 minutes.
How often are episodes of AI meets Negotiation Expertise released?
Episodes of AI meets Negotiation Expertise are typically released every 13 days, 13 hours.
When was the first episode of AI meets Negotiation Expertise?
The first episode of AI meets Negotiation Expertise was released on Jul 1, 2023.
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