Negotiation Logic

Q1. What is the startRate?

A1. The startRate is the initial offer AI uses to begin negotiation with a carrier.

Q2. What is the maxRate?

A2. The maxRate is the ceiling AI will not exceed. Once it’s reached, the system stops countering.

Q3. What is the bookNowRate?

A3. The bookNowRate is the instant-accept price a carrier can take with no negotiation. In many cases, it’s the same as the startRate.

Q4. What happens if a maxRate isn’t set?

A4. The AI will hold firm at the startRate and doesn't counter higher — this is referred to as “no max rate logic.”

Q5. How does the AI negotiate?

A5. The AI follows structured negotiation logic:

• Hold firm: Stays at the startRate if no maxRate is set.

• Nudge up: When counter-offers are received, the AI incrementally increases its rate toward the maxRate:

  • Round 1: Begins negotiation at the startRate, when a carrier first bids above the bookNowRate, requests the carrier to come a bit closer to our rate

  • Round 2: Counter-offers at 50% of the difference between startRate and maxRate

  • Round 3: Counter-offers all the way up to maxRate

• Transfer: If negotiation hits thresholds or specific phrases (e.g., “Can I talk to someone?”), the AI transfers the call.

• The AI also sells the load by highlighting appealing traits (e.g., early delivery, light load, proximity to carrier domicile).