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
Francesca Gino
Jordi Quoidbach
Stevenson Carlebach
Suzanne de Janasz
Daylian Cain
Sammy Rashed
Giuseppe Conti
Owen Darbishire
Giovanni Aquilanti
Yadvinder S. Rana
Francesca Gino
Jordi Quoidbach
Stevenson Carlebach
Suzanne de Janasz
Daylian Cain
Sammy Rashed
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 Platinum option includes also a one-hour coaching session.
- 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
17 March 2025
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.
7 April 2025
Yadvinder Rana
THE ART NEGOTIATING IN THE AGE OF AI: HARNESSING CHATGPT'S POTENTIAL
Explore the art of negotiation with ChatGPT through this engaging course, blending theory with practical application. Learn to formulate precise prompts and integrate AI into your negotiation strategies, all through hands-on exercises, enriched by in-depth analysis and actionable feedback.
Explore the art of negotiation with ChatGPT through this engaging course, blending theory with practical application. Learn to formulate precise prompts and integrate AI into your negotiation strategies, all through hands-on exercises, enriched by in-depth analysis and actionable feedback.
12 May 2025
Sammy Rashed
STAKEHOLDER ENGAGEMENT
How to work WITH (not FOR) key business stakeholders by:
-Demonstrating our full understanding and alignment to the business strategy;
-Accurately identifying stakeholder actual needs and pain-points/delighters;
-Reconciling stakeholder expectations vs. our aspirations;
-Assembling key stakeholder map & engagement plan;
-Positioning & branding ourselves and our function.
How to work WITH (not FOR) key business stakeholders by:
-Demonstrating our full understanding and alignment to the business strategy;
-Accurately identifying stakeholder actual needs and pain-points/delighters;
-Reconciling stakeholder expectations vs. our aspirations;
-Assembling key stakeholder map & engagement plan;
-Positioning & branding ourselves and our function.
23 June 2025
Francesca Gino
STRATEGIES OF INFLUENCE: A FRAMEWORK FOR EFFECTIVELY PERSUADING OTHERS
What does it mean to be effective in persuading others? How can we influence others who do not share our same views? Using an exercise in which they will be asked to take on the role of a doctor convincing patients to follow a certain path to treatment, this session will allow participants to practice with important principles of persuasion. In this first interactive session, we will discuss the main strategies of influence people can use in interpersonal relations and decision-making within groups. We will also discuss how they vary depending on the type of relationship at hand.
What does it mean to be effective in persuading others? How can we influence others who do not share our same views? Using an exercise in which they will be asked to take on the role of a doctor convincing patients to follow a certain path to treatment, this session will allow participants to practice with important principles of persuasion. In this first interactive session, we will discuss the main strategies of influence people can use in interpersonal relations and decision-making within groups. We will also discuss how they vary depending on the type of relationship at hand.
15 September 2025
Daylian Cain
THE ART OF DISCOVERY: FIGURING OUT PEOPLE (FAST)
This session is one of the most popular sessions in all of Yale Executive Education. Prof. Cain will tell the story of “the tree” and then provide examples of his alumni putting the lessons of this story to use in their own lives… Negotiations and sales involve learning about the other side; it is all about discovery. Many people know this principle, but they often approach it the wrong way. Yes, we are looking for buttons that move the client, but more importantly, we are trying to discover buttons that we are in a relatively good position to press. We find these “trees” by discovering: What do they want, why, and in what order? This session will turn your leading questions into genuine questions that help you discover the right things about those who join you at the bargaining table.
This session is one of the most popular sessions in all of Yale Executive Education. Prof. Cain will tell the story of “the tree” and then provide examples of his alumni putting the lessons of this story to use in their own lives… Negotiations and sales involve learning about the other side; it is all about discovery. Many people know this principle, but they often approach it the wrong way. Yes, we are looking for buttons that move the client, but more importantly, we are trying to discover buttons that we are in a relatively good position to press. We find these “trees” by discovering: What do they want, why, and in what order? This session will turn your leading questions into genuine questions that help you discover the right things about those who join you at the bargaining table.
6 October 2025
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?
17 November 2025
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.
1 December 2025
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.
26 January 2026
Suzanne de Janasz
WHY NEGOTIATING LIKE A WOMAN IS A GOOD THING
Research suggests that many men use their competitive nature to get what they want at the bargaining table, sometimes at the expense of the relationship. Women negotiators, who tend to be more collaborative and open-minded, can be just as effective at getting what they want, by leaning into their strengths and prioritizing the relationship as much as the outcome. However, because many women fear being perceived as aggressive, some will refrain from negotiating, accept the situation or offer as non-negotiable, or overlook simple ways to increase their credibility and effectiveness. This hands-on workshop helps women and their allies recognize unhelpful habits and biases and learn specific strategies and tactics that enhance their ability to advocate for themselves and their organizations while minimizing any backlash for being seen as unfeminine. The workshop facilitator has trained hundreds of women negotiators (many men too!) -and published practitioner research-extensively in this area.
Research suggests that many men use their competitive nature to get what they want at the bargaining table, sometimes at the expense of the relationship. Women negotiators, who tend to be more collaborative and open-minded, can be just as effective at getting what they want, by leaning into their strengths and prioritizing the relationship as much as the outcome. However, because many women fear being perceived as aggressive, some will refrain from negotiating, accept the situation or offer as non-negotiable, or overlook simple ways to increase their credibility and effectiveness. This hands-on workshop helps women and their allies recognize unhelpful habits and biases and learn specific strategies and tactics that enhance their ability to advocate for themselves and their organizations while minimizing any backlash for being seen as unfeminine. The workshop facilitator has trained hundreds of women negotiators (many men too!) -and published practitioner research-extensively in this area.
23 February 2026
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.
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.