Negotiation

How to use AI to prepare and simulate a negotiation?

  • ChatGPT
  • Claude
  • Microsoft Copilot
  • Gemini

1250 € per session, excl. VAT

In short

This training is for professionals who wish to prepare their negotiations with the help of AI. Participants will learn to distinguish positions from interests, map possible exchanges, and practice objections and conditional concessions with tools like ChatGPT or Copilot. They will develop a preparation sheet with interests, alternatives, and concessions to facilitate decision-making.

Why this training?

The problem
Teams struggle to structure their approach to complex negotiations, making preparation laborious and uncertain.
What it costs today
Negotiations often lead to suboptimal outcomes or stalemates, due to a failure to anticipate all possible interactions.
Why this skill
This skill is necessary to systematize negotiation preparation and anticipate dynamics using tools like ChatGPT or Copilot.
What you gain
The participant and the company gain autonomy in developing reliable negotiation strategies adapted to each situation.

Objectives of this training

  • Clearly distinguish positions from interests in a negotiation context.
  • Map out all potential exchanges before a negotiation.
  • Practice formulating objections and conditional concessions.
  • Develop a comprehensive preparation sheet including interests, alternatives, and concessions.
  • Debrief simulations to improve strategic choices.

Who is it for and what are the prerequisites?

Roles and tasks concerned

  • Purchasing managers who negotiate with suppliers
  • Sales professionals who prepare complex sales meetings
  • Project managers who handle stakeholder expectations
  • Managers who supervise negotiation teams
  • Anyone needing to prepare a negotiation to defend their interests

Prior skills

  • AI Fundamentals and AI Prompting completed, or equivalent experience (a learning prerequisite, not a registration condition).
  • Understanding of the organization's negotiation stakes and objectives
  • Knowledge of key stakeholders involved in negotiations
  • Ability to identify business cases for applying AI tools
  • Familiarity with the use of common digital tools
  • A paid subscription to an AI solution offering the features used, the organisation’s authorisation for third-party tools, and the actual accounts and access rights.

To prepare before the session

  • One computer per participant.
  • Access to the chosen tools for the session.
  • A specific business case to work on, ideally with fictitious or anonymized data.

What you will work on

  1. Analyze

    The participant is able to differentiate positions and interests of each party and define relevant thresholds.

  2. Prepare

    The participant acquires the ability to map exchange scenarios and test hypotheses about the opposing party.

  3. Simulate

    The participant is trained to practice objections and formulate conditional concessions, while avoiding inaccuracies.

  4. Decide

    The participant learns to debrief strategic choices and optimize their preparation sheet before a real negotiation.

What you take away

  • A personalized preparation sheet with interests, alternatives, and concessions.
  • Practical supports and completed templates during the session.
  • An action plan for continuous improvement of negotiation strategies.

Method and assessment

  • Demonstrations with explanations using a concrete case
  • Guided exercises followed by application to your role
  • Peer review of results and source verification
  • An individual or team action plan

Assessment is formative: participants complete and review a practical case linked to the intended deliverable (A preparation sheet with interests, alternatives and concessions). Criteria include meeting the brief, accuracy, checks performed and the ability to explain decisions. Each participant identifies an application to test in their own work.

Frequently asked questions

What is the concrete outcome for my team after this session?

Your team will be able to structure its negotiation preparations more methodically. They will anticipate exchanges and arguments, thereby improving the consistency of their strategies. This contributes to more robust discussions and a better defense of positions.

Who should attend this training and what prior knowledge is required?

This session is designed for anyone who needs to conduct or prepare negotiations. Participants should have an understanding of their organization's stakes and be familiar with the use of digital tools. Expertise in artificial intelligence or negotiation is not required.

What types of data or documents will we use, and how is confidentiality ensured?

We will work on business cases brought by participants, using fictional or anonymized data. Information protection is an absolute priority. No AI tool will retain your confidential data; cases will be adapted to prevent any leakage of sensitive information.

What kind of practical exercise will be performed during the session?

Participants will develop a personalized negotiation preparation sheet using AI tools. They will practice distinguishing between positions and interests, mapping exchanges, and simulating objections or concessions. Debriefs will follow each simulation.

What are the limitations of the tools used, and how is the work produced validated?

AI tools are assistants for preparation; they do not make final decisions. The work produced always requires human validation to ensure its relevance and alignment with the organization's strategy. Human expertise remains essential for interpretation and action.

How does the training content adapt to the specificities of our business or concrete cases?

The session is structured around the analysis of business cases brought by participants. This allows for direct and relevant application of concepts and tools to their real-world situations. Exercises are designed to be contextualized and meet the specific needs of the organization.

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