AI is rapidly transforming industries, reshaping business strategies, and changing how we engage with suppliers and customers. It streamlines processes, analyses vast amounts of data, and drives competitive advantage. But while AI continues to change the business landscape, it’s clear that AI won’t replace humans; instead, humans who skilfully integrate AI will replace those who don’t.

Strategic deals, partnerships, and long-term relationships still depend on emotional intelligence, trust, and understanding—elements AI can’t replace.

Here are five reasons why human-centered negotiation remains essential, even as AI takes on a bigger role:

1. Strategic deals will always require trust

AI can provide deeper insights into behaviour patterns and forecast outcomes, but the heart of any successful negotiation is trust. Trust is built through human interaction, empathy, and consistency—qualities AI lacks. While AI can suggest logical outcomes, it can’t build the emotional connection that supports long-term business relationships.

Some argue AI fosters trust through transparency and unbiased data, and it can, particularly in transactional contexts. But in complex, strategic deals, human judgment and rapport are essential. Trust in these cases is built on personal integrity and emotional connection, where human-centered negotiation excels.

2. Better quality questions drive better quality answers

AI is highly effective at providing answers to the questions (prompts) we ask, but the quality of those answers depends on the quality of the questions. Human-centered negotiators ask better questions because they understand the nuances of human behaviour, motivations, and emotions—areas that AI still struggles to grasp.

While AI can be trained to generate insightful questions based on data, it doesn’t have the contextual awareness or emotional intelligence needed to probe deeper into motivations or adapt based on subtle, real-time feedback. Negotiators who rely solely on AI might miss out on uncovering hidden opportunities.

A human-centered approach, supported by AI’s insights, leads to better negotiation outcomes by combining empathy with analytical power.

3. Internal negotiations are just as critical

While much of the focus on negotiation tends to be external—dealing with clients, partners, or suppliers—most of the negotiations businesses conduct are internal, with their own teams. Whether it’s negotiating project timelines, budgets, or departmental resources, these discussions often require a human-centered approach. Trust, empathy, and emotional intelligence are key to maintaining healthy, productive relationships within an organisation.

AI can support decision-making by providing data insights, but it can’t navigate interpersonal dynamics or manage sensitive discussions where emotions are involved. Whether it’s resolving conflicts or ensuring alignment, human-centered negotiation is key. AI can optimize processes, but humans create the culture of trust and understanding.

4. AI can’t replace human creativity in problem-solving

AI is excellent at identifying patterns and suggesting solutions based on data, but negotiation often requires creative problem-solving. Human intuition and empathy lead to innovative solutions that AI wouldn’t generate.

AI is improving in areas like marketing, where creativity from data is valuable. However, in negotiation, where balancing interests and creating value are key, human-centered creativity remains essential. Negotiators who combine AI insights with their own creative thinking will have the upper hand.

5. Building sustainable relationships goes beyond data

AI can help optimise deal terms, but it’s the human element that turns deals into long-term partnerships. Building sustainable relationships is about more than getting the best terms—it’s about connection, shared values, and mutual respect. AI can’t replicate the trust and emotional bond that come from human interaction.

While AI’s objectivity may be preferred in transactional negotiations, for complex, long-term deals, human-centered negotiation will always have the edge.

Bottom line

As AI evolves, it’s clear the future of negotiation won’t be AI versus humans, but rather the effective use of both. AI offers powerful tools, but even the best technology can be undermined when people lack the emotional intelligence and strategic thinking to use it effectively.

Strategic, relationship-driven negotiations will always require trust, empathy, and creativity—skills that remain uniquely human. Those who master the balance between AI’s capabilities and human insight will lead in the age of AI.

Glin Bayley is a negotiation specialist, a non-executive board director, speaker and author of The Negotiation Playbook.