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Effective Negotiation for Leaders in Human and AI-Driven Workplace training course

Name: Effective Negotiation for Leaders in Human and AI-Driven Workplace training course
Availability: InStock

Negotiation is more than persuasion — it is about balancing outcomes and relationships. Alongside traditional negotiation scenarios, participants practise the emerging challenge of negotiating around AI adoption — tooling decisions, resource allocation, role changes, and the buy-in required to make change succeed.

"I thought that the style of creating a backlog of user stories and inputting them into sprints was very helpful and that the practical at the end of the course was excellent. Overall, it gave me a great insight into agile project management."

GW, Project Manager, Scrum, April 2021

Public Courses

06/07/26 - 1 days

£1500 +VAT

Enrol

17/08/26 - 1 days

£1500 +VAT

Enrol

28/09/26 - 1 days

£1500 +VAT

Enrol

Customised Courses

* Train a team
* Tailor content
* Flex dates

From £1200 / day

Highlights Details Audience Feedback Prices/Dates Related Courses

Public Courses

Highlights

Practical negotiation frameworks applicable immediately — not just academic theory
Scenarios covering both classic leadership negotiations and AI-driven workplace change
Techniques for negotiating with people who have more organisational power than you
Simulated negotiation exercises with structured coaching and feedback
Tools for preparing any negotiation in advance, including stakeholder mapping templates

Course Details

Module 1: Prepare and Position Yourself for Successful Negotiation

Clarify your objectives, priorities, and non-negotiable bottom lines before entering any negotiation
Map stakeholders — understanding who has interests, who has influence, and where flexibility exists
Identify shared interests beneath stated positions — the foundation of mutually beneficial outcomes
Plan your approach to create value rather than simply claiming it
Understand BATNA (Best Alternative to a Negotiated Agreement) and how to strengthen yours

AI & Technology Workplace Scenarios

AI context: Preparing to negotiate with senior leadership on the pace and scope of AI tool rollout across a development team
AI context: Mapping stakeholder interests when proposing AI coding assistants as standard practice — who gains, who fears, who can block
AI context: Clarifying your bottom line when negotiating with a vendor on AI tool licensing, data governance, or integration requirements

Module 2: Communicate with Clarity and Flexibility
Use persuasive language and framing while maintaining rapport and credibility
Adapt your tone, style, and tactics as the negotiation evolves
Build credibility without conceding your position prematurely
Ask high-value questions that reveal the other party’s real interests and constraints
Signal flexibility without inviting exploitation
AI & Technology Workplace Scenarios
AI context: Communicating the business case for AI tool adoption to a sceptical team without issuing ultimatums
AI context: Negotiating revised timelines or workload expectations when AI implementation takes longer than planned
AI context: Framing conversations about AI-driven role changes in a way that maintains trust and avoids adversarial dynamics

Module 3: Manage Resistance and Find Mutual Gains

Respond constructively to pushback, stonewalling, and positional bargaining
Use reframing techniques to move negotiation from fixed positions to underlying interests
Resolve apparent deadlock through creative options that expand what is available to both parties
Manage high-pressure tactics without being manipulated or damaging the relationship
Know when to make concessions strategically and when to hold firm
AI & Technology Workplace Scenarios
AI context: Managing resistance from developers who refuse to accept AI-generated code review feedback as authoritative

AI context: Breaking deadlock when a team collectively rejects an AI tool mandate and leadership needs a workable middle ground
AI context: Negotiating with a team member who feels their professional autonomy is threatened by AI tooling decisions

Module 4: Practise Negotiations in Simulated or Role Play Scenarios

Engage in realistic negotiation simulations that replicate the pressure of live situations
Choose full role play with character briefs or structured scenario walkthroughs
Practise multi-round negotiations that evolve as new information is revealed
Receive structured coaching and feedback on preparation, tactics, language, and outcomes
Debrief each simulation to extract principles applicable to your real negotiation challenges

Continue on AI Content

AI & Technology Workplace Scenarios
AI context: Scenario: Negotiating with a CTO on mandatory AI coding assistant adoption for a resistant development team

AI context: Scenario: A developer negotiates with their team lead about acceptable levels of AI assistance in their codebase
AI context: Scenario: Negotiating a revised delivery timeline with a client after AI integration has changed team capacity
AI context: Scenario: Reaching agreement with HR and legal on governance policy for AI-generated code ownership and IP

Who should attend

Leaders and managers who negotiate regularly with stakeholders, peers, and direct reports
Technical leads negotiating AI tool adoption, development standards, or resource allocation
Project and programme managers working across organisational boundaries
Anyone who needs to secure agreement, shift positions, or build buy-in for change

Feedback

4.8 out of 5 average

GW, Project Manager, Scrum, April 2021

“JBI did a great job of customizing their syllabus to suit our business needs and also bringing our team up to speed on the current best practices. Our teams varied widely in terms of experience and the Instructor handled this particularly well - very impressive”

Brian F, Team Lead, RBS, Data Analysis Course, 20 April 2022

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More about this course

This course blends theory with application, helping leaders negotiate with confidence and tact. Whether you're seeking agreement in team discussions or navigating client terms, you'll gain both skill and strategy to secure win-win outcomes.

What Participants Will Be Able to Do

Prepare strategically — clarifying objectives, bottom lines, and walk-away positions
Map stakeholder interests and identify where genuine common ground exists
Use persuasive language and framing without damaging relationships or credibility
Adapt tactics in real time as a negotiation shifts and new information emerges
Respond constructively to resistance, stonewalling, and aggressive tactics
Move from deadlock to creative resolution through reframing and interest-based approaches

FAQs

CONTACT
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