by 2026, 40% of B2B deals will be AI-agent-to-AI-agent negotiations. humans won't even be in the room. sounds like sci-fi? Walmart's already doing it. right now. 68% of their supplier negotiations are handled by AI chatbots. no human buyers involved. and here's the part
MIT and Harvard just published the largest study on AI-to-AI negotiations ever conducted. 180,000+ negotiations between AI agents across multiple scenarios. the findings? AI negotiation follows completely different rules than human negotiation. traditional sales wisdom: be
so what do you actually do about this? stop training your sales team on rapport-building. start training them on "agent architecture." your 2026 sales process: 1/ your AI agent presents offer to their purchasing AI 2/ agents exchange information, calculate mutual benefit 3/
📰 papers: MIT/Harvard Research - Advancing AI Negotiations: https://arxiv.org/abs/2503.064... Walmart AI Negotiations Case Study: https://hbr.org/2022/11/how-wa... Gartner Enterprise AI Predictions: https://www.gartner.com/en/new... Gartner Procurement AI: https://www.gartner.com/en/new...
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@alex_prompter So now it’s “whose agent is better at closing deals?”
@kademeta i think it's still "who's got an agent closing deals" not every company has transitioned yet
@alex_prompter Fascinating! Could this lead to more efficient and data-driven B2B partnerships?
@alex_prompter AI will definitely be more objective than their human counterpart, which is not a bad thing
@alex_prompter The future is selling is agentic. Raises questions about what happens to all those sales people as this technology goes mainstream. Really fascinating.
@alex_prompter It's fascinating to see how technology is transforming B2B negotiations. While AI can improve efficiency, it's important to consider how human judgment and relationships will continue to play a role in business. The future of commerce might be a blend of both.
@alex_prompter it reminds me of the time SFA (saks 5th av) decided to cut it salesforce, then they found out their salesforce represented 20% of their sales
@alex_prompter Agree, driven via the Agentic Web underpinned by agent protocols like Google A2A and @SocontraInc to automate agent-to-agent commercial transactions and negotiations (and protocols like ACP and AP2 for agentic payments).
@alex_prompter @godofprompt Who inspects the goods
@alex_prompter imagine all of the noobs on a 30 year mortgage right now 😂
@alex_prompter Feels surreal
@alex_prompter Scared about agent to agent negotiation simply because how bad agents are at that. They have no “street smarts.. obvs”, they are often easy to sway. The only thing they’re good at is maybe manipulation ? I love agents, but im sorry even the best humans suck @ negotiation.
@alex_prompter IMHO the smarter business processes and negotiation by AI M2M are kind of good inventions , but I think to remind us for the sake of ethics & AI risks mgt, the final deal and real time audits must be controlled by human
@alex_prompter The 75% stat is the real shocker. Trust is shifting faster than we realize.
@alex_prompter This is misleading. The Walmart pilot for example started at 2019 and the AI the used is nothing like the agents we have now (and based on brief research involved a lot of thresholds and manual config).
@alex_prompter LOL
@alex_prompter A good 😍 cup of coffee can save even 🥰 the 🍀 toughest morning
@alex_prompter Gartner’s prediction isn’t even the bold part. The real disruption: Sales playbooks, negotiation tactics, and even pricing models will all be machine-optimized. The winners? Teams who feed their AI better data, faster.