{"title": "AI and GPT-3 in Negotiation | Tuomas Rasila | Negotiator 98", "titleOriginal": "Tekoäly GPT-3 neuvottelu | Tuomas Rasila | Neuvottelija 98", "episodeNumber": "98", "guest": "Tuomas Rasila", "publishedAt": "2021-09-08", "duration": "57:02", "durationIso": "PT57M2S", "youtube": "https://www.youtube.com/watch?v=Dqtj2zQZ0mc", "fiCanonical": "https://www.neuvottelija.fi/fi/episodes/110-tekoaly-gpt-3-neuvottelu-tuomas-rasila-neuvottelija-98", "originalLanguage": "fi", "format": "full", "topics": ["ai_enterprise_tech", "negotiation"], "description": "Tuomas Rasila, founder of Stealth Black, builds assistive intelligence on top of GPT-3 that prepares sales and negotiation openings but never sends anything itself. The episode's load-bearing claim is not efficiency but honesty: humans in a negotiation are prone to overselling, and a machine is not, because its opening is built from demonstrable facts. Rasila's most original concept is sales pollution — a badly prepared approach is not merely wasted time but a shared loss, since the caller feels rejected and the recipient feels harassed, and because only the deal won gets recorded and never the number of people bothered, the cost stays invisible. He likens it to emissions: polluting ought to cost something. The concrete cases are commercial property brokerage and corporate car sales, and the discussion connects to Timo Honkela's meaning negotiation and to Martti Ahtisaari's principled negotiation.", "chapters": [{"t": "00:00", "title": "A machine does not oversell: facts stay facts", "seconds": 0}, {"t": "00:59", "title": "The guest is Tuomas Rasila, founder of Stealth Black", "seconds": 59}, {"t": "01:55", "title": "GPT-3, and Risto Linturi's avatar experiment", "seconds": 115}, {"t": "02:57", "title": "GPT-3 anticipated the course of Covid without fresh data", "seconds": 177}, {"t": "05:46", "title": "Analytical minds: the engineer, the artist and the genius", "seconds": 346}, {"t": "07:11", "title": "Marketing, sales and negotiation as a single pipeline", "seconds": 431}, {"t": "10:15", "title": "Anchoring the price with data in a commercial property negotiation", "seconds": 615}, {"t": "12:29", "title": "The ideal negotiation first, the counterparty second", "seconds": 749}, {"t": "14:18", "title": "'Do you happen to need premises': the laboriousness is the problem", "seconds": 858}, {"t": "17:09", "title": "Channels: LinkedIn, email and WhatsApp", "seconds": 1029}, {"t": "19:43", "title": "The same engine produces the short message and the presentation", "seconds": 1183}, {"t": "20:31", "title": "Mass personalisation against every sentence adding value", "seconds": 1231}, {"t": "24:00", "title": "The machine sends nothing; a human decides", "seconds": 1440}, {"t": "25:41", "title": "The mobile app, push notifications and the CRM connection", "seconds": 1541}, {"t": "27:15", "title": "From the Commodore 64 to signals intelligence: Rasila's background", "seconds": 1635}, {"t": "32:18", "title": "War, power and the joint win in a negotiation", "seconds": 1938}, {"t": "33:34", "title": "Sales pollution: a bad opening is a shared loss", "seconds": 2014}, {"t": "35:57", "title": "Timo Honkela's meaning negotiation, and interest maps", "seconds": 2157}, {"t": "38:09", "title": "Ahtisaari and principled negotiation", "seconds": 2289}, {"t": "40:34", "title": "Negotiation as chess: language turned into moves", "seconds": 2434}, {"t": "42:07", "title": "Reputation, trust and the cost of spamming", "seconds": 2527}, {"t": "44:20", "title": "The contact map: several people in the same negotiation", "seconds": 2660}, {"t": "46:35", "title": "A first encounter changes how the message is read", "seconds": 2795}, {"t": "48:06", "title": "Automation against steering people into meetings", "seconds": 2886}, {"t": "50:24", "title": "Car sales: driving history predicts the next car", "seconds": 3024}, {"t": "53:14", "title": "SaaS selling: ice to Eskimos does not work", "seconds": 3194}, {"t": "56:05", "title": "Closing words", "seconds": 3365}], "sourceTranscriptType": "none", "subtitleMethod": "none", "provenance": "Owner page assembled from YouTube metadata, the neuvottelija.fi episode record and the publisher's own chapter marks, translated one for one. The marks are genuine: twenty-seven of them, with gaps from 56 to over 300 seconds, tracking the recording rather than a grid. No transcript is published here — the channel has no English caption track for this episode and the Finnish one is YouTube's automatic track. The guest is building and selling the product described, which makes the episode promotional. It was recorded in September 2021 with GPT-3: the capability claims are those of that model and generation, and the long-form write-up in the Neuvottelija AI editions assesses in hindsight which of the episode's choices held — in particular that the language model here is a formulation stage rather than a reasoner.", "coreTheses": ["The machine's advantage is that it cannot oversell, because its opening is assembled from facts that can be shown — an honesty argument, not an efficiency one.", "Sales pollution names a real externality: the cost of a bad approach falls on the recipient and is never recorded anywhere.", "The system never sends. Keeping a human at the send decision is the boundary that makes the rest defensible.", "A value is a useless word until it is tied to behaviour specific enough to call an algorithm — at which point it becomes a principle."], "slug": "ep98-tekoaly-gpt-3-neuvottelu-tuomas-rasila", "guestsCanonical": ["Tuomas Rasila"], "guestPages": ["https://www.neuvottelija.com/podcast/guests/tuomas-rasila/"], "page": "https://www.neuvottelija.com/podcast/episodes/ep98-tekoaly-gpt-3-neuvottelu-tuomas-rasila/", "markdown": "https://www.neuvottelija.com/podcast/episodes/ep98-tekoaly-gpt-3-neuvottelu-tuomas-rasila/index.md", "captions": null, "transcript": null, "videoId": "Dqtj2zQZ0mc", "dbId": null, "qaCoveragePct": 0.0, "qaSemanticVerdict": "metadata_only", "aiArticleEn": "https://www.neuvottelija.com/ai/ep98-tekoaly-gpt-3-neuvottelu-tuomas-rasila/", "aiArticleFi": "https://www.neuvottelija.fi/tools/ep98-tekoaly-gpt-3-neuvottelu-tuomas-rasila/"}