ENIGMA
your personal wingman in negotiations
The Technical University Delft (Netherlands) has spent five years developing unique software to improve the outcome of complex negotiations. Strangely enough, there was no ‘decision support software’ with artificial intelligence to facilitate deal engineering. Based on four PhD studies, artificial intelligence software was developed, called ENIGMA. With this software, professionals in the business community and government can better prepare negotiations and reach better deals. The software is inspired by various negotiation methods such as those of Harvard University.
Advantages of Enigma:
ZOPA: the only ai-tool in the market that can calculate the Zone of Possible Agreement even in case of a very complex negotiation agenda.
Effectiveness: increases by 10-30% depending on knowledge/experience level
Smartest way to prepare: Enigma helps your to design the Zone of Possible Agreement in the preparation fase
Control: more control over bids and counterbids in complex negotiations
Overview: the zone of possible agreement can be calculated
Collaboration: the software helps with internal consensus formation and mandates
Simulation: negotiations can be simulated in advance
Structure: better structuring of weighing criteria (my side versus other side)
Smartness: dynamic execution of deal engineering
Balance: better balance between reason and emotions (cognitive bias control)
Documentation: better recording of the decision-making process
Evaluation: better evaluation of the negotiation result and process
Education: acceleration of the professionalization of negotiators
In Control: the negotiator always remains in control: ENIGMA is an assistant/advisor
Use: ENIGMA can be used by the negotiator himself or his coach/advisor
Simplicity: after max. 8 hours of instruction the negotiator can get started
Time saving: once familiar with ENIGMA, the negotiator will work more efficiently
Return: costs for training and use are relatively low compared to the positive impact
This unique software is suitable for complex negotiations such as large purchase/sales deals, collective labor agreement negotiations, M&A negotiations, in- and outsourcing negotiations, partnership negotiations, conflict negotiations, mediations, political negotiations, change request negotiations, complex private conflicts like divorces etc.
Weakness of Negotiation without AI
ai can remove the weaknesses of traditional negotiation
Lack of Logics
The human brain is not capable in handling a complex negotiation agenda with 5 of more topics to negotiate at the same time. The brain is not capable in overseeing and calculating the optimal variations and combinations of outcome. This fires up the role of emotions, biases and noise in the brain, wich causes lack of energy/oxygen in the frontal cortex with the result that logic thinking gets further behind.
No real ZOPA
In case of a complex negotiation agenda with 5 of more topics to negotiate at the same time, the brain is not capable to calculate the real Zone of Possible Agreement. That is because there are to much variations. Only the smartest ai software can solve this, also during the bidding and consession process. Only ai sogtware can precalculate the real ZOPA based on two-sided input by at least one of the negotiators.
Weak Prep & Learnings
Traditional negotiations are prepared by using checklists and/or a canvas. Compared with the Enigma way of preparation this is deficient because the two-sided analysis of interest, goals, positions is weak and hard to really compare and translate to a ZOPA en effective biddingprocess.
No real bid support
Only Enigma can support you during the bidding process. It helps you making decisions about (counter)bids based on the ZOPA that was calculated for you.
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