The Augmented Intelligence of Negotiation

14Sections from objectives through post-deal governance

Any dealWorks for supplier contracts, renewals, disputes, and commercial negotiations

AI-enhancedCopy-paste prompts and worked examples at every stage

Three phases

Plan. Execute. Close.

Plan

The work done before the first session determines the outcome. Most teams underinvest here and overpay for it later.

Define primary, secondary, and walk-away objectives in writing
Develop and score your BATNA across five criteria
Research the other party's objectives, constraints, and alternatives
Prioritise every negotiation point: Must-Have through Good-to-Have
Build a first-pass ROI model before sitting down
Assign roles, RACI responsibilities, and a project plan

Execute

Preparation gives you a position. Execution is how you defend it — under pressure, in real time, with the other party actively trying to move you.

Set and control the agenda for every session
Anchor early with a well-researched opening position
Make and receive concessions using if-then language only
Log every trade in real time — what was given, what was received
Analyse concession balance between sessions using AI prompts
Document agreed points in writing before the next session begins

Close

An agreement that doesn't survive into a signed, enforceable contract is not an agreement. The close phase ensures nothing is lost between the table and the signature.

Map every agreed point to its corresponding contract clause
Run AI-assisted contract reconciliation against your negotiation record
Detect missing clauses, changed wording, and internal contradictions
Establish post-contract governance before signing
Compare actuals against your pre-deal ROI model
Produce an after-action report to sharpen the next negotiation

"The party that has done more preparation — who has built a stronger BATNA, prioritised their requirements more clearly, and assigned roles more deliberately — will consistently outperform one that has not, regardless of personality or experience."

— The Augmented Intelligence of Negotiation, Michael Miszczak, April 2026

All 14 sections

Overview & Business Case

Why structured negotiation matters, core concepts, and who this is for

Plan

Preparation: Build Your Foundation AI

Defining objectives, developing your BATNA, researching the other party, negotiation project plan

Plan

Build Your Negotiation Team

Core team roles, responsibilities, and lifecycle collaboration framework

Plan

RACI Responsibility Matrix

Assigning clear ownership across every negotiation activity

Plan

Identify & Prioritise Points

Categorising negotiation points and prioritising Must-Haves vs. Good-to-Haves

Plan

Step-by-Step Execution

Seven-step process from opening session through closing and formalising agreement

Execute

Strategic Concessions Framework AI

Three-tier concessions framework, the golden rule, and AI concession log analysis

Execute

Align Points with Contract Clauses AI

Mapping agreed points to contract sections; AI-assisted contract reconciliation

The Negotiation Checklist AI

Three-phase checklist across preparation, sessions, and post-agreement

Execute

Best Practices & Proven Tactics

Pricing tactics, leverage timing, and the unexpected demand framework with worked example

Execute

Governance & Escalation

Steering committee functions and decision-making authority framework

Execute

ROI of Structured Negotiation AI

Value drivers, the first-pass ROI estimator prompt, and a three-scenario worked model

Plan

Quick Reference Card

One-page readiness checklist, priority reference, and situation response table

Execute

AI Confidentiality & Data Handling

What to safeguard before using AI tools with sensitive negotiation materials

Core principles

Never give something for nothing

Every concession should be conditional on receiving something of equal or greater value. Use if-then language explicitly: "If you can agree to X, then we can offer Y."

Never concede a Must-Have under pressure

Must-Haves were defined with clear reasoning before the session began. If the other party will not meet them, your BATNA — not a compromised agreement — is the right outcome.

If it is not in the contract, it was not agreed

No matter how clearly something was discussed at the table, the signed contract is the only record that matters legally. Map every agreed point to a clause before anyone signs.

The AI drafts — the team decides

AI accelerates preparation and analysis at every stage. It does not replace the judgment required to read a room, call an adjournment, or invoke a BATNA. Human sign-off governs every output.

Preparation is where negotiations are won

The outcome of a negotiation is determined almost entirely before you sit down. The team that has invested more in preparation enters from a position of genuine confidence.

Document everything, rely on nothing verbal

Issue a written session summary within 24 hours of every session. Any point agreed verbally that is not in writing is not agreed. Both parties confirm the record before the next session begins.

What this is — and what it is not

This framework

A structured, practical approach to negotiation that you can apply to any deal. Broader than a single use-case guide. More actionable than theory. Works standalone or alongside the toolkit.

The toolkit

Nine interconnected Excel sheets that operationalize the framework — Negotiation Brief, BATNA Scorer, Concession Log, ROI Calculator, and more. A follow-on working asset.

Advisory & app

ProcureGuy Advisory is a separate support path for teams who want help applying AI in procurement more broadly. ProcureGuy Intelligence is the separate app environment. Neither is required to use this framework.

Read the full framework or get the working toolkit.

The complete 14-section framework is published in full — worked examples, AI prompts, and copy-paste tools for every stage. The toolkit brings it into a set of practical Excel sheets you can use on your next deal.

Read the full framework → View the Negotiation Toolkit