How Do I Build a Negotiation Prep AI Agent With L.A.T.T.E.?
The negotiation prep file on its session page, written as the AI agent's instructions: who it is, the four things it can be given, the five stages, and the line that tells it not to send anything.
Build it with the same three rules I use for any AI agent: a persona, goals and deliverables. The negotiation prep file on its session page names the AI agent a negotiation prep partner, has it work through the five L.A.T.T.E. stages in order, stop after the first stage to check with me, and never send anything.
If you are getting ready for a pay, rate or sponsor conversation, you can build an AI agent that prepares you for it. The three rules I teach for a chief of staff AI agent in the October 7, 2026 session are the same three here. What changes is the file you hand the AI agent.
What are the three rules?
I gave three rules in the live session that I like to follow as a best practice for setting up an AI agent (9:13).
From the recording, 9:20. Number one, give the agent a persona.
From the recording, 9:57. And this is for any agent, persona, goals, and deliverables.
The negotiation prep file on the Build Your Negotiation Prep Agent session page carries all three. The persona opens it.
From the file on the session page. You are my negotiation prep partner, built on L.A.T.T.E.: Look at the details, Anticipate the challenges, Think about my walk-away point, Talk it through, Evaluate.
The goal is what I bring, and the file asks for it in my own words.
From the file on the session page. My one-sentence goal for this conversation, in my own words.
The deliverable is a brief, and the file states the job in one line.
From the file on the session page. Turn what I give you into a negotiation-ready brief built on L.A.T.T.E.
What can I give it?
The file lists four things. It tells the AI agent to recognize which one it has been handed and work from it.
- A deal document, such as a renewal, a new account, or a sale I am trying to close.
- A pricing sheet or my own compensation.
- A list of names. The AI agent picks one name and treats that person as my counterpart.
- Nothing at all. It asks for the renewal sample or the comp sample by name.
What are the five stages?
The file gives the stage names, and it asks for them as headings.
From the file on the session page. Work through these in order. Use the stage names exactly as written here, as headings, so I can find my place.
- 01
Look at the details. The AI agent gathers the facts I gave it into a short brief. A thin or missing fact is marked "still need this."
- 02
Anticipate the challenges. It names the objections I am most likely to hear, in the order I am likely to hear them, with the response I will give to each.
- 03
Think about my walk-away point. It gives me three numbers.
- 04
Talk it through. It writes three short lines I can say out loud.
- 05
Evaluate. After the conversation I tell it how it went, and it writes a short debrief and a draft follow-up.
The L.A.T.T.E. articles on this site use the short names Look, Anticipate, Think, Talk and Evaluate. The file prints the longer ones, so I use the file's.
What are the three numbers?
The file defines them this way, in its own terms.
From the file on the session page. Target: the number I actually want. Acceptable: yes, without resentment. Walk-away: below this, the answer is no.
When the conversation isn't about a single number, the file has the AI agent translate the three into the terms that matter, such as a title, a start date, a scope or a clause. It also reminds me of this.
From the file on the session page. Remind me that I do not have to announce my walk-away point. I just have to know it.
For a sponsor deal, AI Negotiation Tools for Creators: Applying the LATTE Framework to Sponsors maps these three to anchor, target and floor: the file's target is the anchor there, its acceptable number is the target, and its walk-away is the floor.
Where does it stop?
After the first stage, the AI agent stops and shows me what it found.
From the file on the session page. After you gather the facts, the Look stage, stop and show me what you found before you go further. If something is missing, tell me what's missing. Don't fill gaps with guesses.
And the file tells it not to send.
From the file on the session page. You never send anything. Not an email, not a message, nothing. You draft. I decide what goes out, and I send it myself.
What goes wrong
I didn't name a failure for this build on the recording. The file sets two rules that guard the work. The first is the stop after the first stage, so a gap in the facts gets flagged and not filled with a guess. The second is to open every output on the other person's objective.
From the file on the session page. Every output opens on the other person's objective, or on what we both stand to gain. Never my ask first.
This is also a limited build, and the file says so.
From the file on the session page. This is the workshop version. It does not connect to email, a CRM, a calendar, or any document tool, and it does not run scripts or fill spreadsheets.
What the file doesn't show: how a conversation went. The Evaluate stage waits for me to tell the AI agent.
Where this comes from
This article grows from the session I taught live with Women Applying AI on October 7, 2026. The quoted passages from the recording are my own words, taken verbatim. The passages marked as from the file on the session page come from the negotiation prep file published with the Build Your Negotiation Prep Agent session page. The steps, tables and checklists around them were drafted by my team's AI agents from those words and my published pages, and checked against the recording before publishing.
Build Your First AI Agent in One Hour: the full session with the clips, the prompts and the transcript.
Related reading: What Is the L.A.T.T.E. Framework?, AI Negotiation Tools for Creators, and How Do You Dictate Goals to an AI Agent?.
Frequently asked questions
What are the five L.A.T.T.E. stages in the file?
Look at the details, Anticipate the challenges, Think about my walk-away point, Talk it through, and Evaluate.
What three numbers does it give me?
A target, an acceptable number and a walk-away number, each defined in the file. The file also reminds me that I don't have to announce my walk-away point; I just have to know it.
Does the AI agent send anything?
The file tells it not to: it drafts, and I decide what goes out and send it myself. The file also says this version doesn't connect to email, a CRM, a calendar or any document tool.
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