Post by The Gap Partnership

Last week in Frankfurt, we brought together senior leaders from across industrials and automotive to explore what it really takes to negotiate when conditions refuse to stand still. Our session, "Mastering negotiations amid uncertainty and instability", delivered in collaboration with Negotiation Academy Potsdam GmbH and PASSION LABS, brought together perspectives from both sales and procurement. Alongside contributions from Alexander Bockisch (Henkel), Sanjay Lamba (formerly Ford), Tom Lorimer (Passion Labs) and Freddy Burgess (The Gap Partnership), the discussion was open, candid and lively - grounded in experience, and with assumptions challenged, perspectives tested and practical lessons shared. A clear picture emerged. Organisations are placing greater emphasis on resilience, continuity and the cost of disruption, not simply price. While data and AI are accelerating preparation and decision-making, advantage increasingly depends on how insight is applied in the moment. AI formed an important part of the conversation - not as a standalone solution, but as one of the tools available to strengthen thinking under pressure. Used well, it can act as a disciplined thought partner: structuring preparation, testing assumptions and supporting better decisions. Equally, the risks and limitations were explored in depth, reinforcing the need for a considered, practical approach. For organisations looking to build this capability, our The Art of AI in Negotiation workshop is designed to turn potential into practice, equipping teams to use AI with clarity, control and commercial impact. With July workshops already fully booked, we’ve opened an additional date: 📍 Düsseldorf, Germany - Thursday 30th July To find out more or secure a place, contact [email protected]