AI-Enhanced Negotiations

2027 Course Schedule: 

• Feb 18-Mar 11 (Online): live sessions on Thursdays from Noon-1:30pm ET via Zoom
• June 10 (In-person): one-day live in Indianapolis
• Sept 9 (In-person): one-day live in Indianapolis
• Nov 2-11 (Online): live sessions every Tues & Thurs from Noon-1:30pm ET via Zoom

Choose your learning experience!

In-person workshop: Spend the day collaborating with fellow professionals through instructor-led activities, facilitated discussion, and hands-on coaching.

OR

Live online program: Experience the same practical curriculum through a multi-week, live online format that provides additional opportunities for project development, peer collaboration, instructor feedback, and iterative refinement between sessions.

Discount pricing is available for partners and companies sending three or more participants as well as Kelley School and IU alumni & staff. Contact us at kelleypd@iu.edu for related discount codes to apply at check out.

At checkout you can pay via credit card or PayPal immediately or choose to be sent an invoice that will hold your spot in the course. Payment options are also available for employers purchasing for their employees (see below under "Ask your employer").

Payment is due prior to the course start date. Email kelleypd@iu.edu to learn about payment options or assistance with invoicing.

Ask your employer to help cover the cost. Select "Send My Employer an Invoice" during the Payment step of check out. Use this payment method to request that an invoice be sent to you or another financial representative who will be paying on your behalf. Unless otherwise directed, you are responsible for sending the invoice to your employer for payment. If you need additional instructions for sending the invoice, please contact your Kelley School representative or kelleypd@iu.edu.

Interested in bringing this program to your company or organization? Email kelleypd@iu.edu to discuss our custom program options.

Negotiation is too important to leave to improvisation—and today's professionals have a powerful new resource to help them prepare.

AI-Enhanced Negotiation combines proven negotiation strategy with hands-on generative AI practice to help professionals prepare for, navigate, and improve the outcomes of critical conversations. Participants will learn how to clarify interests, establish strong negotiation positions, create and protect value, manage difficult tactics, and communicate effectively when the stakes are high.

The program goes beyond simply using AI to generate a negotiation plan. Participants will learn to use AI as a personalized negotiation partner and coach—testing assumptions, challenging their thinking, anticipating potential counterpart responses, refining offers and concessions, and rehearsing difficult conversations before they happen.

At the same time, participants will learn where human judgment matters most. AI can help analyze possibilities and simulate scenarios, but successful negotiation still depends on emotional intelligence, listening, influence, relationship management, ethical judgment, and the ability to read the person across the table.

Through practical exercises, negotiation simulations, and applied AI activities, participants leave with a repeatable approach for using AI to prepare faster, practice more effectively, and negotiate with greater confidence.

Learning Objectives

• Prepare strategically: Analyze a negotiation by identifying interests, priorities, stakeholders, leverage, alternatives, and potential areas of agreement.
• Claim and create value: Apply distributive and integrative strategies—including anchoring, concession planning, logrolling, package deals, and contingent agreements—to protect value while finding opportunities for mutual gain.
• Handle difficult negotiations: Respond effectively to hardball tactics, difficult counterparts, deadlocks, power imbalances, and complex or multiparty negotiations.
• Strengthen communication and influence: Use listening, questioning, framing, empathy, emotional regulation, and persuasion to improve both outcomes and relationships.
• Build an AI negotiation coach: Create and use a personalized AI-powered coach to help prepare for specific negotiations, challenge assumptions, generate scenarios, and identify potential weaknesses in a negotiation strategy.
• Practice with AI: Use generative AI to simulate counterpart perspectives and personalities, rehearse difficult conversations, pressure-test offers and concessions, and gain confidence before entering the real negotiation.
• Apply human judgment to AI: Recognize the limitations, risks, confidentiality concerns, and ethical considerations of using AI in negotiation—and know when human judgment must take the lead. 

Participants will build a personalized AI negotiation coach that can become part of their ongoing negotiation workflow.

Before a negotiation, your AI coach can help you:

• Clarify objectives and priorities
• Identify interests and potential tradeoffs
• Establish BATNA, reservation and aspiration points
• Identify information gaps and assumptions
• Analyze the other party's likely interests
• Develop opening offers and concession strategies
• Generate questions to uncover hidden interests
• Identify potential sources of leverage

Before walking into the room, use it to:

• Role-play the other side
• Simulate different negotiation styles
• Practice responses to difficult questions
• Test your opening and counteroffers
• Rehearse difficult conversations
• Pressure-test your strategy
• Build confidence

After the negotiation, use it to:

• Analyze what happened
• Compare the outcome with your original goals
• Identify what worked and what didn't
• Capture lessons for the next negotiation
• Refine your personal negotiation strategy

Ideal for: Mid- to senior-level managers, deal leads, and cross-functional leaders who negotiate with customers, suppliers, and internal partners—and want AI to strengthen preparation and judgment, not replace them.

Learn more on the Kelley site