--- title: "AI Analyses a Negotiation | Jussi Niemelä and Mikko Järvinen | Negotiator 165" titleOriginal: "Tekoäly analysoi neuvottelun! | Jussi Niemelä Mikko Järvinen | Neuvottelija 165" episodeNumber: "165" guest: "Jussi Niemelä, Mikko Järvinen" datePublished: 2022-12-13 duration: "40:42" youtube: "https://www.youtube.com/watch?v=k0sKyLgtTIE" originalLanguage: "fi" topics: ["ma_exits","negotiation"] subtitleMethod: "none" provenance: "Owner page assembled from YouTube metadata and the neuvottelija.fi episode record. No chapter marks are published here: the publisher's list holds only two marks, at 0:00 and 0:56, and the second one's own text quotes a timestamp of 40:43 — it is a split of the show-note text rather than a chapter list, so republishing it would assert timestamps that do not hold. No transcript is published either — the channel has no English caption track for this episode and the Finnish one is YouTube's automatic track. One guest runs a search-fund programme that recruits the kind of listener this episode is aimed at, which makes parts of the conversation promotional; the emotion-recognition demonstration is a demonstration, not a validated measurement, and the episode itself treats it that way." fiCanonical: "https://www.neuvottelija.fi/fi/episodes/240-tekoaly-analysoi-neuvottelun-jussi-niemela-mikko-jarvinen-ne" canonical: https://www.neuvottelija.com/podcast/episodes/ep165-tekoaly-analysoi-neuvottelun-niemela-jarvinen/ --- # AI Analyses a Negotiation | Jussi Niemelä and Mikko Järvinen | Negotiator 165 English subtitles are not available on this page. This is an episode summary, not a curated transcript. ## Summary Jussi Niemelä, chief executive of Meluton Oy, and Mikko Järvinen, founder of True North Search, explain how the entrepreneurship-through-acquisition model works in Finland. The episode includes a staged acquisition negotiation during which an AI model reads emotion from the participants' facial expressions and the output is then discussed openly. Niemelä went through more than three hundred companies before a deal came together, and says plainly what the process demanded and what surprised him. Järvinen opens up the cohort model, the selection process, and why the successor entrepreneur is chosen before the target company is. Underneath it all runs Finland's succession problem, where the average company changes owner about once a century. ## The buyer before the target Entrepreneurship through acquisition reverses the ordinary sequence. The cohort selects and backs a person first, and only then does that person go looking for a company. Järvinen's account of why the selection is the hard part — rather than the sourcing — is the part of this episode that generalises. ## Three hundred companies Niemelä's number is the one to take away. It is not a discouraging figure so much as an honest denominator, and it sets the expectation that a search is a multi-year job rather than a transaction. ## A demonstration, argued with The AI reading emotion off the negotiators' faces is the episode's set piece, and it works because the participants push back on the output instead of taking it as a verdict. Treated that way it is a useful illustration of what such a model does and does not observe. ## Watch The recording lives on the Neuvottelija channel: [Tekoäly analysoi neuvottelun! | Jussi Niemelä Mikko Järvinen | Neuvottelija 165](https://www.youtube.com/watch?v=k0sKyLgtTIE). A Finnish edition of this episode is published at [www.neuvottelija.fi](https://www.neuvottelija.fi/fi/episodes/240-tekoaly-analysoi-neuvottelun-jussi-niemela-mikko-jarvinen-ne). ## In depth The Neuvottelija AI editions carry a long-form write-up of this episode: [English](https://www.neuvottelija.com/ai/ep165-tekoaly-analysoi-neuvottelun-niemela-jarvinen/) · [suomeksi](https://www.neuvottelija.fi/economy/ep165-tekoaly-analysoi-neuvottelun-niemela-jarvinen/). ## Explore the ideas in depth - [How to Sell a Company in Finland: An M&A Banker's Guide to a Clean Exit](https://www.neuvottelija.com/guides/how-to-sell-a-company-in-finland/): A practical guide to selling a company in Finland and the Nordics — the process phase by phase, share deal vs asset deal, valuation, due diligence, buyer types, deal structures, taxes on the sale, minority squeeze-outs and the ownership context that shapes every exit. Grounded in Neuvottelija conversations and Translink M&A practice. - [Negotiation Strategy, Leverage and Power: Reading the Counterparty You Actually Have](https://www.neuvottelija.com/guides/negotiation-strategy-leverage-and-power/): A negotiation guide from the co-author of Neuvotteluvalta — the sources of leverage, BATNA and anchoring in practice, using information asymmetry, breaking deadlocks, and what to do when the counterparty negotiates on power rather than consensus. Grounded in Neuvottelija conversations and two decades of negotiation writing. - [New Negotiation Power: The Definitive English Framework](https://www.neuvottelija.com/guides/new-negotiation-power-framework/): The authoritative English presentation of Sami Miettinen and Juhana Torkki's New Negotiation Power framework: Power, Analytics, Interaction and Principles; preparation, roles, team design, trust and long-term negotiation performance. --- Cite as: Sami Miettinen, Neuvottelija — AI Analyses a Negotiation | Jussi Niemelä and Mikko Järvinen | Negotiator 165, https://www.neuvottelija.com/podcast/episodes/ep165-tekoaly-analysoi-neuvottelun-niemela-jarvinen/, 2022-12-13. For quotes include episode 165 and timestamp.