Negotiating with Machines: The Surprising Pitfalls of AI at the table

AI is making its way into every corner of business operations, including procurement negotiations. While AI promises efficiency, relying too heavily on it at the negotiation table can backfire—causing missteps that stall deals or damage relationships. In this session, Mark Raffan, Founder of Negotiations Ninja, reveals the surprising pitfalls of AI in negotiations, from awkward responses that kill rapport to missing key nuances like tone and sarcasm. Procurement leaders will walk away with practical insights on how to keep negotiations human-first while still taking advantage of AI’s power. Whether you’re a customer or prospect, this session is designed to help procurement teams across all industries and regions navigate the future of negotiation with confidence.