Practical AI Techniques to Enhance Negotiation Skills: A Hands-On Interactive Certificate Workshop

This hands-on workshop leverages interactive AI technology to create a safe, dynamic laboratory for your skills and provided additional practice opportunities. You will engage in multiple AI-powered scenarios designed to test your adaptability and strategy, allowing you to:

• Practice specific tactics against an adaptive AI negotiator.
• Evaluate your performance with data-driven insights.
• Refine your approach before applying it in live exercises with fellow participants

Participants will have an opportunity to learn negotiation techniques to:

• Prepare systematically for any negotiation by identifying your interests, evaluating your alternatives, and understanding the range where agreement is possible
• Open strategically with well-anchored offers and clear goals that set the tone for productive discussion
• Create value by uncovering shared interests and developing options that expand the pie before dividing it
• Communicate effectively by balancing empathy for the other party with assertiveness about your own needs
• Navigate emotions constructively—both your own and your counterpart's—especially when conversations become difficult
• Manage complexity in negotiations involving multiple parties, competing interests, and coalition dynamics

Session 1: Foundations — Understanding the Core Dynamics

• What is negotiation?
• BATNA: Your best alternative to a negotiated agreement
• Six sources of negotiating power
• How alternatives create leverage
• The power of imagined alternatives
• Zone of Possible Agreement (ZOPA)
• Distributive vs. integrative negotiation
   

Session 2: Preparation & Opening — Setting Goals and Making Effective First Moves

• Reservation price vs. target price vs. BATNA
• Setting optimistic, specific, and justifiable aspirations
• Why higher goals lead to better outcomes
• The psychology of anchoring
• When to make the first offer
• Crafting aggressive but justifiable opening offers
• Avoiding self-anchoring traps

Session 3: Creating Value — Techniques for Reaching Better Agreements

• Moving beyond zero-sum thinking
• Multiple Equivalent Simultaneous Offers (MESOs)
• Gathering information through offer structure
• The negotiator's dilemma: creating vs. claiming value
• Interests, Rights, and Power framework
• Treating disputes as mutual problems
• Reducing transaction costs through collaboration

Session 4: Relationships & Difficult Conversations — Balancing Assertiveness & Empathy

• Empathy and assertiveness as independent dimensions
• Negotiation styles: competing, accommodating, avoiding
• Demonstrating understanding without conceding
• Emotions as Social Information (EASI model)
• How emotional expressions shape counterpart behavior
• Strategic use of emotions in bargaining
• Managing difficult tactics and manipulation

Session 5: Multi-Party Complexity — Three or More Stakeholders

• How multiparty differs from two-party negotiation
• Stakeholder mapping and interest analysis
• Building and blocking coalitions
• Managing relationships when choices create winners and losers
• Principal-agent tensions
• Negotiating with a divided team
• Turning complexity into opportunity

Session 6: Integration & Capstone — Unifying Frameworks

• Preparation frameworks
• Behavioral adaptation: adding skills, not changing personality
• Recognizing your negotiation patterns
• Flexibly deploying different approaches
• Navigating organizational obstacles
• Capstone negotiation exercise
• Building negotiation agility for leadership