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
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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
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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
"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
“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
