AI Negotiation Unlocked

How BT Sourced Built a Procurement Garage via a Culture of Bottom-Up Innovation

Tue, 03 Feb 2026 18:13:45 +0000

In this episode of AI Negotiation Unlocked, Rosie sits down with Cyril Pourrat, CEO at BT Sourced, to talk about what actually makes innovation stick inside large procurement organisations. Drawing on his experience at BT Sourced, Cyril breaks down the thinking behind the Procurement Digital Garage: a bottom-up model where teams map real pain points, scout solutions themselves, and win peer buy-in. It’s a practical, culture-first approach to innovation that avoids slogans and focuses on shipping change.

They also discuss why AI adoption is moving faster than digital transformation ever did, how AI can radically compress learning curves (to the point where non-experts can run serious category work), and why tight budgets often produce better innovation than big ones. Cyril also shares his forward-looking bets... from AI-native enterprise platforms beyond the SAP/Oracle orbit, to voice as the next frictionless interface for procurement, and even the commoditisation of the commodity manager.

This podcast was created by Nibble, a company creating win-win outcomes at scale for enterprise procurement teams, with over 2 million negotiations handled globally already.

Visit nibbletechnology.com to explore how Nibble can help you scale your business.

Key moments

How Cyril built BT Sourced's "Procurement Garage" in his first weeks at BT
The difference between digital transformation and AI adoption inside the same organisation, and how AI is arriving with momentum.
When will AI native systems replace the giants, and why is Cyril watching players like Humain OS so carefully?

The Cost of Doing Nothing: Why Waiting on AI Is Procurement’s Riskiest Move

Wed, 26 Nov 2025 19:26:17 +0000

Are you ready to revolutionise the way you do business? AI Negotiation Unlocked explores how AI is the missing link in digitising business processes and scaling negotiations.

Join Rosie Bailey, CEO of Nibble, the world’s leading AI negotiation platform, as she sits down with business leaders to share stories, strategies, and tools to help you boost efficiency, reduce costs, and create win-win outcomes for your organisation.

From uncovering why negotiation often feels so uncomfortable to understanding how AI can help build stronger human relationships, AI Negotiation Unlocked unpacks the final frontier of digital transformation.

Created by Nibble, a company creating win-win outcomes at scale for enterprise with over 1 million negotiations handled globally already, visit www.nibbletechnology.com to discover how Nibble can help you scale your business.

In this episode, Rosie sits down with David Schultz - one of procurement’s most candid and fast-thinking voices on AI, supply chain resilience, and negotiation. Fresh from DPW Amsterdam, David argues that the biggest risk facing procurement leaders today isn’t adopting AI too early…it’s doing nothing at all.

He breaks down why 2025 marks the shift from curious exploration to strategic deployment, how “first-mover disadvantage” is forcing companies to rethink outdated tech stacks, and why direct materials, risk management, and one-to-many negotiation are now squarely in AI’s reach.

Why Procurement and The CPO Role Will Never Be The Same Again Through AI Negotiation, with ex-Johnson Matthey CPO Janet Lung Standing

Tue, 16 Sep 2025 08:00:00 +0000

Is bot talking to bot the future of AI negotiation? In this episode of AI Negotiation Unlocked, Rosie speaks with Janet Lung Standing, Founder of Janet Standing Consultancy, who shares her extensive career journey in building procurement teams from the ground up.

They discuss insights into why pricing is the least important part of the negotiation and how agent tech can free us from repeated tasks and let us solve customers' problems better.

This podcast was created by Nibble, a company creating win-win outcomes at scale for enterprise, with over 1 million negotiations handled globally already.

Visit nibbletechnology.com to explore how Nibble can help you scale your business.

Key moments

How Janet built a procurement function from scratch for Johnson Matthey
Why supplier relationships are critical for business success
Where AI can drive social impact in procurement practices

How DS Smith Uses AI to Scale Procurement and Digital Strategy

Fri, 05 Sep 2025 12:10:47 +0000

Could AI tools be a way to augment human capabilities rather than replace them?

In today’s conversation, Rosie Bailey hosts Adrian Pinder and Lauren Feery from DS Smith, discussing the intersection of digital transformation, AI, and procurement in the packaging industry.

Exploring how DS Smith is leveraging AI to enhance operations, improve design processes, and drive sustainability, the discussion highlights the importance of balancing innovation with business strategy and the role of negotiation in both personal and professional contexts.

This podcast was created by Nibble, a company creating win-win outcomes at scale for enterprise, with over 1 million negotiations handled globally already.

Visit nibbletechnology.com to explore how Nibble can help you scale your business.

Vodafone Procurement says AI is going to transform procurement — here's where they're starting

Tue, 26 Aug 2025 12:51:27 +0000

Vodafone Procurement's Global Supply Chain Director & CEO, Ninian Wilson, is joining us for the launch of Season 2 of AI Negotiation Unlocked.

In our debut episode, he's sharing why he believes AI will fundamentally transform procurement, where he's starting with it, and why it's so essential global procurement teams start leaning into AI now. We'll cover what AI use cases the telecom giant is pursuing – and why.

Are you ready to revolutionise the way you do business? AI Negotiation Unlocked explores how AI is the missing link in digitising business processes and scaling negotiations.

The Future of Negotiation and Retail Innovation with Paul Wilkinson, Former Product Director at Deliveroo

Tue, 29 Apr 2025 14:28:54 +0000

In this episode of AI Negotiation Unlocked, Rosie Bailey, CEO of Nibble, sits down with Paul Wilkinson, Customer Rewards and Loyalty Director at Lloyds Banking Group and former Product Director at Deliveroo. They explore the evolving role of innovation in retail, the transformative power of AI negotiation platforms, and how enterprises can balance short- and long-term innovation strategies to unlock new commercial opportunities.

This podcast was created by Nibble, a company creating win-win outcomes at scale for enterprise, with over 1 million negotiations handled globally already.

Meet Our Guest

Paul Wilkinson is the Customer Rewards and Loyalty Director at Lloyds Banking Group and former Product Director at Deliveroo, with a distinguished career leading innovation initiatives at Tesco and Amazon.

About the Host

Rosie Bailey is the CEO and Co-Founder of Nibble, the award-winning AI negotiation technology platform for eCommerce and enterprise. A passionate advocate for STEM education and real-world negotiation skills, Rosie brings a wealth of expertise from investment banking and technology innovation.

Enjoying the Show?

If you enjoyed today’s episode, please rate and review AI Negotiation Unlocked on Apple Podcasts or visit nibbletechnology.com to learn how Nibble can revolutionise your negotiation strategy.

Key Takeaways

How large enterprises successfully innovate without limitless resources
Why AI negotiation platforms are reshaping the future of eCommerce and procurement
The importance of balancing short-term wins with long-term innovation bets
Tips for bringing your organisation with you through multi-year transformations
How anchoring first can strengthen your negotiation outcomes

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Where Vodafone Business sees AI as the Telecom Game Changer

Tue, 15 Apr 2025 05:00:22 +0000

AI is rapidly changing the way we do business. In this conversation with Dave Mojarab, Head of Digital Product & Design at Vodafone, we discuss the complexities of adapting to changing technology at scale and finding ways to proactively solve customers' problems.

As we explore the transformative impact of AI on the telecom industry, the challenges of data management, and the importance of enhancing customer interactions through technology, we also touch on how negotiation strategies and the necessity of adapting to rapidly changing customer expectations is becoming more important every day.

Key takeaways:

Dave’s most recent negotiation example
The impact of AI on telecoms
Why the format of data doesn’t matter anymore
How businesses need to embrace technology to stay competitive

This podcast was created by Nibble, a company creating win-win outcomes at scale for enterprise, with over 1 million negotiations handled globally already.

Visit nibbletechnology.com to explore how Nibble can help you scale your business.

The Gen Z Economy: Depop’s CTO Explains How AI Negotiation Impacts Their 35 Million Users

Tue, 18 Mar 2025 06:00:23 +0000

As AI rapidly transforms our industries, how do we get buy-in from teams and leadership to embrace tools that change the way we do business?

In a conversation with Rafe Colburn, Chief Technology Officer at Depop, Rosie Bailey explores the role of AI in marketplace negotiation and how leaders can support experimentation with new tools. From automated pricing strategies to consumer psychology, they unpack the challenges and opportunities of AI-driven deals.

This podcast was created by Nibble, a company creating win-win outcomes at scale for enterprise, with over 1 million negotiations handled globally already.

Visit nibbletechnology.com to explore how Nibble can help you scale your business.

Technology adoption always follows a predictable curve
Driving change requires early adopters, not just mandates
The psychology behind automated pricing and buyer-seller interactions
Future trends in AI adoption and what businesses should prepare for

Trailer

Fri, 14 Mar 2025 17:13:30 +0000

Are you ready to revolutionise the way you do business? AI Negotiation Unlocked explores how AI is the missing link in digitising business processes and scaling negotiations.