Negotiation Support
AI-powered negotiation assistant that suggests counteroffer strategies, calculates concession impacts, and enforces guardrails to protect margin.
Why This Matters
What It Is
AI-powered negotiation assistant that suggests counteroffer strategies, calculates concession impacts, and enforces guardrails to protect margin.
Current State vs Future State Comparison
Current State
(Traditional)- Customer requests lower price or better terms.
- Rep calls manager to discuss concessions.
- Rep offers discount without understanding margin impact.
- Back-and-forth negotiations over days/weeks via email.
- Rep often gives unnecessary concessions to close deal.
- No tracking of negotiation patterns or successful tactics.
Characteristics
- • Configure-Price-Quote (CPQ) Software
- • Customer Relationship Management (CRM) Systems
- • Contract Management Software
- • Enterprise Resource Planning (ERP) Systems
- • E-commerce Platforms
Pain Points
- ⚠ Manual process inefficiencies leading to time-consuming proposal preparation.
- ⚠ Extended sales cycles causing delays in revenue recognition.
- ⚠ Data fragmentation resulting in visibility gaps during negotiations.
- ⚠ Accuracy risks due to manual quote creation and version control issues.
- ⚠ Challenges in coordinating multi-party approvals.
- ⚠ Legacy systems like email and spreadsheets create administrative overhead.
- ⚠ Traditional ERP systems often lack specialized quoting capabilities.
- ⚠ Limited insights into negotiation patterns and pricing strategies.
- ⚠ Inability to automate approval processes effectively.
Future State
(Agentic)1. Customer raises objection (price, delivery, terms). 2. Agent suggests counteroffer strategies based on similar situations and outcomes. 3. Agent calculates impact of concessions in real-time: 'Reducing price 5% drops margin from 32% to 27%'. 4. Agent recommends value-adds instead of price cuts: faster delivery, extended warranty, training. 5. Agent enforces negotiation guardrails: alerts when approaching minimum acceptable margin. 6. Agent tracks patterns: common objections, successful concession strategies for future learning.
Characteristics
- • Historical negotiation data and outcomes
- • Customer objection patterns
- • Margin and cost data
- • Competitive positioning data
- • Value-add options and costs
- • Successful negotiation tactics library
Benefits
- ✓ 50-70% faster negotiations (3-7 days vs 1-3 weeks)
- ✓ Real-time margin visibility prevents excessive concessions
- ✓ Value-add alternatives protect margin while satisfying customers
- ✓ Consistent negotiation excellence across all reps
- ✓ Guardrails prevent deals below minimum acceptable margin
- ✓ Negotiation intelligence improves with each interaction
Is This Right for You?
This score is based on general applicability (industry fit, implementation complexity, and ROI potential). Use the Preferences button above to set your industry, role, and company profile for personalized matching.
Why this score:
- • Applicable across multiple industries
- • Moderate expected business value
- • Time to value: 3-6 months
- • (Score based on general applicability - set preferences for personalized matching)
You might benefit from Negotiation Support if:
- You're experiencing: Manual process inefficiencies leading to time-consuming proposal preparation.
- You're experiencing: Extended sales cycles causing delays in revenue recognition.
- You're experiencing: Data fragmentation resulting in visibility gaps during negotiations.
This may not be right for you if:
- Requires human oversight for critical decision points - not fully autonomous
Parent Capability
Customer Service & Support
AI-powered omnichannel customer service with intelligent routing, self-service automation, and sentiment-driven prioritization achieving high self-service resolution.
What to Do Next
Related Functions
Metadata
- Function ID
- function-negotiation-support