Fabio Herle·Oct 27Who Pays Your AI Negotiator?A few weeks ago a CPO contacted me after he had read this series on AI / autonomous negotiations. He had been researching consumer agent…
Fabio Herle·May 18Your (Autonomous) Negotiators Are Losing Value They Cannot FeelAnthropic recently published findings from a series of AI agent negotiations involving real economic stakes. The result was not surprising…
Fabio Herle·Apr 1The Fairness Problem in Autonomous NegotiationsWhen your AI systematically extracts better outcomes from smaller suppliers who cannot match your capability, is that a competitive…
Fabio Herle·Mar 26Why Autonomous Negotiation Programs Are Designed to StallThere is a conversation that happens in almost every enterprise after an autonomous negotiation program has been running for a year or two…
Fabio Herle·Mar 12The No-Friction Myth of Autonomous Email NegotiationsAt procurement conferences lately, I keep hearing the same pitch. Startups offering autonomous negotiation products built on email, often…
Fabio Herle·Feb 10Why Supplier Experience Matters More Than Your AI Negotiation StrategyThe systems that scale aren’t the ones with the smartest algorithms. They’re the ones suppliers actually want to use.
Fabio Herle·Dec 12, 2025As We May Negotiate (Part 1): The Infrastructure ProblemBefore AI agents can truly transform negotiations, we also need systems that capture expertise.
Fabio Herle·Dec 2, 2025Building Autonomous Negotiations That Actually Work. Lessons from 180,098 AI NegotiationsWhat MIT’s largest-ever AI negotiation study reveals about designing agents that create value, close deals, and avoid getting exploited
Fabio Herle·Nov 24, 2025Beyond Chatbots: The Future of Autonomous NegotiationsFor years, procurement has been trapped in a false choice.
