Leverage AI technology in our negotiation strategy course
Great negotiators don’t just talk about terms; they shape outcomes. Kelley's AI-Enhanced Negotiations course is a negotiation strategy course that teaches professionals to use artificial intelligence as a tool to prepare, practice, and protect value in every deal. Learn to clarify interests, strengthen your position, and apply AI insights that make preparation faster and more precise.
AI is transforming how leaders prepare for and perform in complex discussions. This professional development program blends negotiation skills in business with applied AI practice, showing you how to clarify objectives, anticipate moves, and communicate with confidence.
This AI learning course teaches you how to use artificial intelligence as a negotiation partner: testing assumptions, refining offers, improving communication and negotiation skills, and rehearsing difficult scenarios without losing the human judgment that drives lasting results.
We offer our innovative program in two formats to accommodate our learners. Sign up for a one-day, in-person workshop or a multi-week online learning experience. In both, you’ll focus on a project of your own as you learn how to use AI as a tool to communicate insights with greater clarity, confidence, and impact.
Upcoming dates
In-person workshop June 10 or September 9 Time: 9 a.m. to 4 p.m. ET Location: 16 Tech | Indianapolis, Indiana Registration fee: $995
Live online program February 10 to March 11 November 2 to 11 Time: Tuesdays and Thursdays, noon to 1:30 p.m. ET Registration fee: $995
Choose your learning experience
In-person workshop
Spend one day collaborating with fellow professionals as you develop and refine your project through instructor-led activities, facilitated discussion, and hands-on coaching.
Dates: June 10 orSeptember 9 Location: 16 Tech | Indianapolis, Indiana Time: 9 a.m. to 4 p.m. ET Fee: $995 per person (IU alumni, IU staff, and team discounts available)
Live online program
Dates: February 18 to March 11 Time: Tuesdays, noon to 1:30 p.m. ET
Dates: November 2 to 11 Time: Tuesdays and Thursdays, noon to 1:30 p.m. ET
Fee: $995 per person (IU alumni, IU staff, and team discounts available)
Clarify key interests: Identify core priorities for your firm that must be protected and areas open to trade.
Build strong positions: Define best alternative to a negotiated agreement (BATNA), reservation price, and credible aspirations for every negotiation.
Identify areas for growth: Diagnose value-creation opportunities and structure multistep bargaining.
Prepare for hard counters: Handle concessions, deadlocks, multiparty dynamics, and power imbalances effectively.
Use AI as a negotiation partner: Leverage generative AI tools and strategic negotiation skills to simulate counterpart styles, pressure-test tactics, and rehearse dialogue within safe, ethical boundaries.
Interested in bringing this program to your company or organization? Email kelleypd@iu.edu to discuss our custom program options.
Want to learn more?
Fill out the form below to request more information.
Showcase your new skills
Each course offers the opportunity to complete an optional Action Learning Project, applying course concepts to a real organizational challenge you face. Participants who complete this project earn a digital badge, a verifiable credential you can showcase on platforms like LinkedIn.
Course outline
The Negotiator's Advantage: Prepare Before You Enter
Learn negotiation basics: definition, myths, positions, interests, goals, priorities, BATNA, and more.
Use AI as a preparation partner to analyze a negotiation situation, identify missing information, surface assumptions, and help build a negotiation preparation plan.
Claiming Value: Strengthen Your Position
Learn distributive negotiation, opening offers and anchoring, leverage, concession strategy, closing, and hardball tactics.
Use AI as a strategy challenger to pressure-test your position, simulate aggressive tactics, test different opening offers, and rehearse responses to pushback.
Creating Value: Turn Negotiations into Opportunities
Learn integrative negotiation, uncovering interests, tradeoffs, logrolling, package deals, MESOs, contingent agreements, and identifying value left on the table.
Use AI as an opportunity finder to identify potential trades, generate packages/MESOs, uncover questions to ask, and explore possible win-win scenarios.
The Human Side: Influence, Emotion, and Difficult Conversations
Use AI as a role-play partner to simulate different counterpart personalities and negotiation styles, practice difficult conversations, and receive feedback on language, tone, and strategy.
Power, Complexity, and Real-World Negotiations
Learn sources of power, organizational politics, multiparty negotiations, coalitions, stakeholders, agents, ambiguity, implementation risk, and virtual negotiations.
Use AI as a scenario simulator to map stakeholders, anticipate competing interests, simulate multiple perspectives, and prepare for unexpected moves.
Build Your AI Negotiation Coach
Learn how to bring the negotiation framework together, understand responsible use of AI, explore confidentiality and ethical considerations, and discover what AI can and cannot do.
Build a personalized AI negotiation coach that you can continue using after the program to prepare, practice, and reflect on real negotiations.
The Negotiation Lab: Prepare, Practice, Perform
Perform an applied negotiation simulation from preparation through negotiation, debrief, and reflection.
Prepare with your AI coach, conduct a live negotiation, compare expectations with actual outcomes, and use AI to identify opportunities for improvement.
Course details
Format: In-person workshop or online classes
Schedule: TBD
Discounts: Available for IU alumni, staff, groups of three or more participants.
WEBVTT 1 00:00:04.255 --> 00:00:05.835 Hi, I'm Carolyn Goerner, 2 00:00:05.935 --> 00:00:08.195 and I am delighted that you are joining us 3 00:00:08.295 --> 00:00:10.555 for this exploration into negotiation. 4 00:00:11.495 --> 00:00:13.795 Now, if you're a little nervous, you're not alone. 5 00:00:14.345 --> 00:00:15.835 Most people report that the thought 6 00:00:15.835 --> 00:00:18.115 of negotiating actually makes them 7 00:00:18.735 --> 00:00:20.435 a little nervous and apprehensive. 8 00:00:21.055 --> 00:00:23.275 So part of my goal here isn't just 9 00:00:23.295 --> 00:00:25.635 to give you the strategies to negotiate, 10 00:00:25.935 --> 00:00:28.235 but it's to make you feel more confident 11 00:00:28.235 --> 00:00:31.035 and comfortable when you approach those conversations. 12 00:00:31.865 --> 00:00:34.475 I've been teaching negotiation for more than 30 years, 13 00:00:35.095 --> 00:00:38.475 and with a master's degree in communication and rhetoric 14 00:00:38.615 --> 00:00:40.355 and a PhD in Management 15 00:00:40.355 --> 00:00:42.235 and Human Resources, I find 16 00:00:42.235 --> 00:00:45.835 that negotiation really does bring together the art 17 00:00:45.935 --> 00:00:49.195 and science of communication with the logic 18 00:00:49.375 --> 00:00:51.595 and the thought processes of management. 19 00:00:52.185 --> 00:00:55.355 With both of those things, you can come together 20 00:00:55.665 --> 00:00:58.595 with someone else and create an agreement that's 21 00:00:59.275 --> 00:01:00.595 probably better than anything you 22 00:01:00.595 --> 00:01:01.795 could have thought up on your own. 23 00:01:02.295 --> 00:01:03.955 That's the beauty of negotiation, 24 00:01:04.135 --> 00:01:05.915 and I think you're going to enjoy it. 25 00:01:06.335 --> 00:01:07.515 So come along for the ride. 26 00:01:08.085 --> 00:01:09.595 We'll have some fun if we're not careful.
Meet your instructor
Carolyn Goerner
Teaching Professor of Management and Entrepreneurship
John Long Distinguished Faculty Fellow for KEEP Leadership Clinical Professor of Management
Carolyn Goerner, PhD, is the John Long Distinguished Faculty Fellow for KEEP Leadership and a clinical professor of management. She joined the Kelley faculty in 2000 after receiving her PhD in Management and Human Resources at The Ohio State University. Carolyn was a human resource management consultant for 10 years prior to graduate school.
Since joining IU, Carolyn has designed and delivered a variety of courses to executive, graduate, and undergraduate student audiences. She is also a LinkedIn Learning author of eleven courses including Overcoming Imposter Syndrome, Empathy at Work, and Advanced Negotiation Strategies; her courses have been viewed by over a million people. Carolyn has received IU’s highest teaching honors, including the Trustees' Teaching Award and the Alumni Association Student Choice Award.
Carolyn is passionate about live theatre, IU Football, IU Women’s Basketball, Indy car racing, and the Green Bay Packers. She lives in Greenwood, Indiana, with her husband Peter and their dogs, Charlotte and Etta.
Questions?
Email us at kelleypd@iu.edu and a member of our team will be happy to assist you.
