AI Influence on Contract Negotiation Norms

By Anastacia Willemse | SchoemanLaw Inc

Category: Commercial Law | Contract Drafting

Artificial intelligence (AI) is increasingly shaping how businesses negotiate contracts. From analysing historical agreements to identifying potential risks and suggesting optimal terms, AI tools are changing the way parties approach negotiations. While AI can provide valuable insights and efficiencies, it also raises questions about legal responsibility, fairness, and the continued role of human judgment.

This article explores how AI is influencing contract negotiation norms and what businesses and legal practitioners should consider when integrating AI into their negotiation processes.

AI as a Data-Driven Negotiation Tool

AI tools enable parties to make more informed and efficient decisions. By processing large volumes of past contracts, AI can highlight common clauses, detect potential risks, and suggest commercially advantageous terms. This reduces reliance on intuition or experience alone and can significantly streamline the negotiation process.

However, businesses must be aware that AI-generated suggestions are recommendations rather than legally binding advice. Human oversight is essential to ensure that AI-generated contract terms comply with statutory requirements and reflect the parties’ commercial intentions.

Standardisation and Flexibility

One notable effect of AI is the standardisation of contract terms. By identifying common clauses and highlighting anomalies, AI helps maintain consistency across agreements and supports compliance with internal policies or industry norms.While standardisation can improve efficiency and reduce errors, it may also limit flexibility in negotiations. Complex or bespoke agreements often require tailored terms that AI tools may not fully capture, making the role of legal advisors critical in adapting AI outputs to the unique circumstances of each contract.

Shifts in Negotiation Dynamics

AI can also influence power dynamics between negotiating parties. Companies with access to sophisticated AI tools may gain strategic advantages in identifying leverage points, assessing risks, or anticipating counterparty behaviour.

Legal advisors must therefore monitor potential ethical and fairness implications, ensuring that AI-driven insights do not inadvertently create imbalances or breach professional obligations.

Human Judgment Remains Crucial

Despite its capabilities, AI cannot replace human legal judgment. Lawyers remain essential for:

1.    Interpreting nuanced contractual language

2.    Evaluating enforceability and legal compliance

3.    Advising on strategic and commercial implications beyond what AI can predict

AI should be viewed as a support tool that enhances the negotiation process rather than as a substitute for professional legal guidance.

Applicable Law

AI-supported contract negotiations in South Africa are governed primarily by:

1.    Common Law of Contract – covering consensus, legality, capacity, and formalities; AI does not alter these requirements.

2.    Electronic Communications and Transactions Act 25 of 2002 (ECTA) recognises electronic contracts and automated transactions.[1]

3.    Protection of Personal Information Act 4 of 2013 (POPIA) – governs the processing of personal or sensitive information, which AI often handles during contract analysis.[2]

AI is therefore a technological enhancement within existing legal frameworks, not a source of new statutory rights or obligations.

Practical Considerations for Businesses

Before relying on AI in contract negotiations, businesses should:

1.    Understand the scope and limitations of the AI tool being used.

2.    Ensure human oversight to confirm compliance with legal and contractual obligations.

3.    Consider ethical and fairness implications if AI outputs could create imbalances.

4.    Seek legal advice when AI suggestions are used to draft or amend agreements.

Integrating AI thoughtfully enables businesses to gain efficiency and insight while ensuring negotiated agreements remain legally sound and commercially appropriate.

Conclusion

AI is transforming contract negotiation by increasing efficiency, standardising processes, and providing data-driven insights. However, South African law continues to emphasise human judgment, enforceability, and fairness. Businesses must integrate AI tools responsibly, with professional oversight, to ensure contracts are both legally compliant and aligned with strategic objectives.

For further assistance, consult an attorney at SchoemanLaw. 

Anastacia Willemse | SchoemanLaw Inc  

Candidate Attorney: Commercial Law | Contract Drafting

https://schoemanlaw.co.za/our-services/commercial-law/

https://schoemanlaw.co.za/our-services/contract-drafting/

[1] Electronic Communications and Transactions Act 25 of 2002 (ECTA)[2] Protection of Personal Information Act 4 of 2013 (POPIA)