All these additional learning opportunities are included in each Package for a period of two years:
Elevate your negotiation and influencing skills with our high-performance workshop with the leading negotiation and influencing experts in the world!!
Instructors:
Giuseppe Conti
Owen Darbishire
Giovanni Aquilanti
Yadvinder S. Rana
Jordi Quoidbach
Stevenson Carlebach
Suzanne de Janasz
Daylian Cain
Remi Smolinski
Domiziano Pontone
Giuseppe Conti
Owen Darbishire
Giovanni Aquilanti
Yadvinder S. Rana
Jordi Quoidbach
Stevenson Carlebach
Suzanne de Janasz
Daylian Cain
Domiziano Pontone
How the system works for participants:
- We will explore the challenge of being able to both create and claim value during a negotiation, so that we can make it good for the counterpart, while great for us. Through a fairly complex role play, we will understand the right process to follow and some of the advanced techniques to deal with “the negotiation challenge” of creating & claiming value.
- Once you register, you can choose to buy 4, 5 or 6 modules (respectively Silver, Gold and Platinum option). You will then be asked to choose “A la carte” the modules that you prefer and receive a calendar invitation to block the dates. If you want to attend 8, 9 or 10 modules, you can simple buy two tickets;
- The number of participants to each module is limited to 30, with at least two members of the CABL Faculty. If we have more than 30, we will explore the option to create another session;
- A module will only take place if we have a minimum of 10 participants. If a module does not take place, you will be asked to choose another module;
- If you registered for a specific workshop but you cannot attend, please inform us ([email protected]) at least two weeks before the module and you will be able to attend another future module. I am afraid we can only accept a max of two changes of date for each participant and all changes should be notified at least two weeks in advance (before prework and role play groups creation);
- About two weeks before each module, you will receive the prework (usually a role play to prepare and sometimes some reading/videos) and the Zoom link to attend the session;
- Thanks to the small size group, each module will be interactive with role plays and/or exercises.
Topics and Dates of the 10 sessions
5 October 2026
Owen Darbishire
POWER, INFLUENCE AND RESILIENCE
Power is an integral dimension of all negotiations, whether the dynamics are predominantly value claiming or value creating. Understanding positive as well as negative sources (and uses) of power is therefore critical to achieving successful outcomes. What mistakes are most commonly made? How can you protect yourself? What roles do aspirations and resilience play? Why is asymmetric information so important? What are the implications of that? What techniques should you use and what steps should you take to accomplish your goals in your negotiations?
Power is an integral dimension of all negotiations, whether the dynamics are predominantly value claiming or value creating. Understanding positive as well as negative sources (and uses) of power is therefore critical to achieving successful outcomes. What mistakes are most commonly made? How can you protect yourself? What roles do aspirations and resilience play? Why is asymmetric information so important? What are the implications of that? What techniques should you use and what steps should you take to accomplish your goals in your negotiations?
16 November 2026
Giovanni Aquilanti
MANAGING INTERNAL & EXTERNAL NEGOTIATIONS
Consistently participants to our workshops indicate that internal negotiations are more challenging than external ones. In this module, we will learn how to effectively manage both internal and external negotiations, taking into account the back tables for both parties.
Consistently participants to our workshops indicate that internal negotiations are more challenging than external ones. In this module, we will learn how to effectively manage both internal and external negotiations, taking into account the back tables for both parties.
7 December 2026
Stevenson Carlebach
GETTING PAST RESISTANCE: THE INFLUENCE EQUATION
What to do when you encounter resistance? Whether we’re negotiating, giving feedback, managing up, or leading change, we are all familiar with resistance. We lay out a perfectly rational argument and, seemingly inexplicably, the other party resists. Maybe they say no, or more confusing, they seem to agree but then don’t follow through.Through breakout sessions, exercises, role plays, and other hands-on experiences, you will learn what to do when you encounter resistance. This session will introduce you to the Influence Equation—a simple, high-impact framework that will help you diagnose and overcome the three factors that cause resistance in any negotiation or challenging conversation.
What to do when you encounter resistance? Whether we’re negotiating, giving feedback, managing up, or leading change, we are all familiar with resistance. We lay out a perfectly rational argument and, seemingly inexplicably, the other party resists. Maybe they say no, or more confusing, they seem to agree but then don’t follow through.Through breakout sessions, exercises, role plays, and other hands-on experiences, you will learn what to do when you encounter resistance. This session will introduce you to the Influence Equation—a simple, high-impact framework that will help you diagnose and overcome the three factors that cause resistance in any negotiation or challenging conversation.
25 January 2027
Suzanne de Janasz
Winning with EQ: What elite negotiators know that you don’t
Emotional intelligence is a critical driver of negotiation success, especially for leaders managing complex relationships and high‑pressure conversations. This interactive three‑hour workshop shows how EQ helps negotiators stay composed, read the room, and respond with intention rather than reactivity. Participants explore how strengthening EQ reduces anxiety, boosts confidence, and enables more assertive, creative problem‑solving. Using a validated EQ assessment and targeted exercises, the session equips leaders with practical strategies to enhance the four core dimensions of emotional intelligence and apply them directly to challenging negotiation moments.
Emotional intelligence is a critical driver of negotiation success, especially for leaders managing complex relationships and high‑pressure conversations. This interactive three‑hour workshop shows how EQ helps negotiators stay composed, read the room, and respond with intention rather than reactivity. Participants explore how strengthening EQ reduces anxiety, boosts confidence, and enables more assertive, creative problem‑solving. Using a validated EQ assessment and targeted exercises, the session equips leaders with practical strategies to enhance the four core dimensions of emotional intelligence and apply them directly to challenging negotiation moments.
22 February 2027
Giuseppe Conti
GOOD FOR THEM, GREAT FOR US
We will explore the challenge of being able to both create and claim value during a negotiation, so that we can make it good for the counterpart, while great for us. Through a fairly complex role play, we will understand the right process to follow and some of the advanced techniques to deal with “the negotiation challenge” of creating & claiming value.
We will explore the challenge of being able to both create and claim value during a negotiation, so that we can make it good for the counterpart, while great for us. Through a fairly complex role play, we will understand the right process to follow and some of the advanced techniques to deal with “the negotiation challenge” of creating & claiming value.
15 March 2027
Jordi Quoidbach
DEALING WITH CONFLICT AND EMOTIONS
How can you create value when emotions start to take over? Building on a conflict simulation between two firms and insights from behavioral sciences, we will practice the most effective strategies to handle conflict and heated conversations. We will also get some deeper insights on active listening and effective reflective listening techniques.
How can you create value when emotions start to take over? Building on a conflict simulation between two firms and insights from behavioral sciences, we will practice the most effective strategies to handle conflict and heated conversations. We will also get some deeper insights on active listening and effective reflective listening techniques.
20 April 2027
Yadvinder Rana
THE ART OF NEGOTIATING IN THE AGE OF AI: FROM PROMPTS TO NEGOTIATION ENHANCERS
Build your first basic AI-augmented negotiation assistant through hands-on creation and testing. Master prompting fundamentals and basic system instructions while understanding the building blocks of advanced AI negotiation systems. Create, test, and refine assistants that augment human expertise - not automate decisions - then witness cutting-edge negotiation AI in action. Experience demonstrations of sophisticated systems for preparation, strategy development, and real-time coaching. Leave with working augmentation tools and insight into tomorrow's negotiation technology.
Build your first basic AI-augmented negotiation assistant through hands-on creation and testing. Master prompting fundamentals and basic system instructions while understanding the building blocks of advanced AI negotiation systems. Create, test, and refine assistants that augment human expertise - not automate decisions - then witness cutting-edge negotiation AI in action. Experience demonstrations of sophisticated systems for preparation, strategy development, and real-time coaching. Leave with working augmentation tools and insight into tomorrow's negotiation technology.
3 May 2027
Remi Smolinski
LEAD TO WIN: NEGOTIATION AS A LEADERSHIP ESSENTIAL
In this intensive workshop, you’ll learn the core dimensions of negotiation performance every leader needs to know to succeed. We’ll focus on the essentials: what negotiation performance really means, what it looks like to negotiate well, and how to improve your performance across key dimensions. Through interactive exercises and examples of great leaders, you’ll learn strategies to lead with confidence, resolve differences effectively, and achieve better outcomes for yourself and your team.
In this intensive workshop, you’ll learn the core dimensions of negotiation performance every leader needs to know to succeed. We’ll focus on the essentials: what negotiation performance really means, what it looks like to negotiate well, and how to improve your performance across key dimensions. Through interactive exercises and examples of great leaders, you’ll learn strategies to lead with confidence, resolve differences effectively, and achieve better outcomes for yourself and your team.
14 June 2027
Domiziano Pontone
NEGOTIATING IN A TRUE GLOBAL ENVIRONMENT: WHEN AROUND THE TABLE THERE ARE VERY DIFFERENT CULTURES
The hyperconnected world we live in requires the ability to find the right key with every stakeholder and counterpart. Communicating through the same language doesn't guarantee the understanding of the positions and the needs represented around the table, physical or virtual. By using cinema examples and personal stories, this module wishes to share knowledge and insights, adding tools that may support the future negotiations, learning how to influence people that have background, targets, expectations and culture of origin very far from our own one.
The hyperconnected world we live in requires the ability to find the right key with every stakeholder and counterpart. Communicating through the same language doesn't guarantee the understanding of the positions and the needs represented around the table, physical or virtual. By using cinema examples and personal stories, this module wishes to share knowledge and insights, adding tools that may support the future negotiations, learning how to influence people that have background, targets, expectations and culture of origin very far from our own one.
Additional learning opportunities:
- A monthly video and a monthly article on negotiation and influencing;
- 6 x 60minutes webinars each year, for two years;
- Access to a private Master Negotiators group with weekly content (videos, articles, infographic and tips);
- 10 virtual live events/yr on Negotiation & Influencing topics.