How organisations remember what they learn in negotiations

Main topics

• Where negotiation knowledge is heldKnowledge from past negotiations can stay with one negotiator or end up in records and routines. Who can find it later?
• What reaches the next negotiationWhat passes on to the next negotiation with the same customer or supplier, and to colleagues and other departments? Where is it lost: at handovers, at turnover or over time?
• Whether and how AI changes what is captured and passed onHow does the use of AI in commercial negotiation, from preparation support and meeting summaries to software that negotiates routine agreements, change what sales and procurement functions capture and pass on, over time and between colleagues? The answer may also be that it changes nothing.