Embedding Proven Negotiation Strategies
In addition to concrete target values (standards), you can also embed proven negotiation strategies in User Instructions. Strategies define the agent’s tactical approach – in other words, how it negotiates, not just what it should achieve.
What’s the Difference Between a Strategy and a Standard?
- Standards = concrete target values and limits (e.g., “60-day payment terms”, “At least 5% discount”)
- Strategies = tactical approach and process rules (e.g., “Negotiate price first, then delivery terms”, “Set a negotiation anchor 15% below the offer”)
Standards tell the agent what outcome to aim for. Strategies tell it how to get there. Combining both enables the most effective negotiations.
Step-by-Step Guide
- Navigate to the agent dashboard and click the gear icon (“Agent Settings”).
- Select the “User Preferences” tab.
- In the “Additional Instructions” field, formulate your strategies as clear, action-oriented directives.
- Use action verbs: “Request”, “Mention”, “Set”, “Negotiate first”.
- Click “Save Preferences”.
Tips for Formulating Strategies
- Write clearly and action-oriented – the agent must be able to execute the instruction directly.
- Provide concrete parameters (numbers, deadlines, sequences).
- Describe the desired behavior, not the outcome.
- Test strategies in a few negotiations first before setting them as a default.
Concrete Examples
Setting RFI Deadlines
Wording: “For every RFI, request a response within 5 business days. Explicitly state this deadline in the email.”
This ensures the agent always communicates a clear deadline for information requests, accelerating the negotiation process.
Building Competitive Pressure
Wording: “In the first round of negotiation, always mention that multiple offers are being reviewed and compared, without naming specific competitors.”
This increases pressure on the supplier to submit a competitive offer without compromising the confidentiality of other quotes.
Staged Negotiation
Wording: “Negotiate price first, then payment terms, then delivery conditions – not everything at once.”
This prevents the agent from opening all negotiation points simultaneously. Each point is optimized in isolation before moving on to the next.
Using the Anchoring Effect
Wording: “In the first price negotiation, always set a target offer that is 15% below the supplier’s quoted price as a negotiation anchor.”
Whoever sets the first offer influences the frame of reference. An anchor of 15% below the quoted price creates room for concessions and typically leads to a better final outcome.
💡 Tip: Strategies can be combined freely. For example, use “Competitive Pressure” and “Anchoring Effect” together in the first round, followed by “Staged Negotiation” for the detailed discussions.
FAQ & Troubleshooting
How detailed should a strategy be? Detailed enough that the agent can execute it without follow-up questions. “Negotiate hard” is too vague. “Set an anchor 15% below the quoted price and reference existing alternative offers” is actionable.
What happens if two strategies conflict? The agent prioritizes the more specific directive. However, avoid contradictions and review your instructions regularly for consistency.
Can I combine strategies with standards? Absolutely – it’s even recommended. Standards define the goal, strategies define the path. Example: Standard “60-day payment terms” + Strategy “Negotiate price first, then payment terms” ensures the agent brings up payment terms at the optimal moment.