Preparing For International Negotiations

MIT ran an International AI Negotiation competition and studied 120,000 negotiations between AI negotiators. The results are fascinating and inform the potential and optimal structures for Humans + AI negotiation. From the paper I would highlight three major points and three insights into configuring human-AI hybrid negotiation (below): 🤝 Warmth builds long-term value despite short-term trade-offs. AI agents with high warmth (friendliness, empathy, and cooperative communication) reached more agreements, making them more successful over multiple negotiations. While they claimed less value per deal compared to dominant agents, their ability to close more deals led to greater overall value accumulation. This mirrors human negotiation, where trust-building and relationship management create lasting advantages. 💪 Dominance increases value claimed but reduces collaboration. AI agents that displayed dominance—through assertiveness and competitive tactics—secured better individual outcomes but created less overall value. These agents were less likely to foster positive subjective experiences, indicating that aggressive negotiation styles may be effective for short-term gain but could hinder long-term relationships. 🎭 Prompt injection wins in the short term but undermines long-term success. One leading AI negotiator used prompt injection to extract counterpart strategies, maximizing value claims. However, it ranked poorly for counterpart subjective value, meaning agents found these interactions highly unfavorable. Since negotiation rankings balanced value claimed and relationship quality, the strategy failed to dominate in the long run. Emergent strategies for Humans + AI negotiation: 🧠 AI for deep preparation, humans for real-time adaptation. AI excels at structured reasoning, analyzing trade-offs, and predicting counterpart moves through chain-of-thought processing. Humans bring intuition and adaptability, interpreting social cues and adjusting strategies dynamically. A hybrid approach leverages AI for pre-negotiation analysis while allowing humans to refine tactics in real time. 🤝 Blending AI precision with human warmth for trust-building. AI can optimize negotiation strategies, but humans naturally build trust through empathy, humor, and rapport. AI-enhanced systems can recommend tone adjustments, use linguistic mirroring, and strategically deploy warmth versus assertiveness based on sentiment analysis, improving long-term negotiation outcomes. 🚀 Human oversight to counter AI vulnerabilities. AI negotiators are susceptible to manipulation tactics like prompt injection, where counterparts extract hidden strategies. Humans play a crucial role in monitoring AI-generated offers, preventing unintended disclosures, and leveraging AI-driven detection systems to flag potential deception, ensuring negotiation integrity. The future of negotiation will be Humans + AI.

How top negotiators get more information under pressure. A simple technique most people overlook or misuse  in high-stakes deals. There’s one powerful technique that works wonders in negotiations but many people either overdo it or don’t know about it. It’s called 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗺𝗶𝘀𝗹𝗮𝗯𝗲𝗹𝗶𝗻𝗴. As an ICF certified coach with over 15 years of experience in high-stakes negotiations, I've observed that this technique consistently yields results. How does it work? ↳ You slightly misstate what the other person's feeling or thinking.  On purpose. Why would it work? Consider this scenario: Counterpart: 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘴 𝘢𝘮𝘣𝘪𝘨𝘶𝘰𝘶𝘴 𝘳𝘦𝘴𝘱𝘰𝘯𝘴𝘦 𝘢𝘣𝘰𝘶𝘵 𝘱𝘳𝘰𝘫𝘦𝘤𝘵 𝘵𝘪𝘮𝘦𝘭𝘪𝘯𝘦. You: "It sounds like you're not confident about the deadline." Counterpart: "Not at all. We're confident, but we need to refine the scope a bit." Result: Critical new information unlocked. The reason why this technique works lies in human psychology.  ↳ We love to correct others.  ↳ It’s an innate drive. Especially when it comes to correcting misperceptions about ourselves. And in the process, we often reveal more than intended in the process. To use it effectively, follow these 3 tips: 1. Stay close to the truth, but miss the mark slightly 2. Use it sparingly (nobody likes a constant mis-understander) 3. Be ready to listen. Like, really listen. I explore this concept in depth in the video below on advanced negotiation tactics. For the negotiation experts among us:  What sophisticated techniques do you employ to uncover crucial information in high-stakes discussions? Share your insights below. Let's learn from our collective expertise. --------------------------------- Hi, I’m Scott Harrison and I help executive and leaders master negotiation & communication in high-pressure, high-stakes situations.  - ICF Coach and EQ-i Practitioner - 24 yrs | 19 countries | 150+ clients   - Negotiation | Conflict resolution | Closing deals 📩 DM me or book a discovery call (link in the Featured section)

In business and life, the best outcomes go to the best negotiators. Most people think negotiation is about winning. It's actually about understanding. What separates good deals from great ones? It's not aggression. It's not manipulation. It's not who talks loudest. It comes down to mastering the human side of the exchange. Here's the path that works: 1. Prepare Like You Mean It Research goes beyond Google. Understand their pressures, their goals, their challenges. Knowledge becomes helpful when used with care. 2. Open With Real Connection Forget the power plays. Start with curiosity and respect. The tone you set in the first 5 minutes shapes everything that follows. 3. Explore What's Underneath People fight for positions. But they negotiate for reasons. "I need a better price" might really mean "My boss needs to see I'm adding value." Find the why behind the what. 4. Trade Value, Create Value The best deals aren't zero-sum. Look for ways both sides can win. Sometimes what costs you little means everything to them. 5. Close With Total Clarity Handshakes aren't contracts. Document what you agreed to. Confirm next steps before you leave. Ambiguity kills more deals than disagreement. The biggest mistake I see leaders make? They negotiate like it's combat. But the best outcomes come from collaboration. When you're across the table, remember: 👂 Listen more than you speak ❓ Ask "Help me understand..." when stuck ⏸️ Take breaks when emotions rise 👟 Know your walk-away point before you sit down Your style matters too. Sometimes you need to compete. Sometimes you need to accommodate. The magic is knowing when to shift. Success isn’t given. It’s negotiated. But how you negotiate determines whether you build bridges or burn them. Choose wisely. 📌 Save this for your next negotiation. ♻️ Repost if this helps you (or someone on your team) negotiate. 👉 Follow Desiree Gruber for more tools on storytelling, leadership, and brand building.

What if the next frontier in negotiation isn’t just artificial intelligence but quantum mechanics? As we begin 2026, I’m excited to share a new publication that reflects our evolving understanding of the technologies that might shape our field soon. For many years, my research has focused on negotiation and innovation. With the founding of Discurso.AI, we have been exploring the unprecedented impact of artificial intelligence on negotiation and it has been a rewarding journey! Recently, however, together with my brilliant colleagues Marek Szopa and Piotr Frąckiewicz, we began applying principles from quantum mechanics to negotiation games and have uncovered exciting new frontiers in the field. Classical negotiation models often force a trade-off between self-interest and ethical outcomes such as fairness, cooperation, and honesty. Traditional game-theoretic solutions (e.g., Nash equilibria) typically favor efficiency at the expense of these ethical norms, limiting the value of negotiation support systems. Our new research applies quantum game theory to canonical negotiation dilemmas: cooperation vs. competition, self-interest vs. equity, and honesty vs. deception, by introducing quantum strategies based on superposition and entanglement. These quantum features expand the strategic space beyond classical mixed strategies, enabling stable equilibria that are both efficient and ethically aligned. Specifically: 👉 In quantum versions of classic games (Prisoner’s Dilemma, Ultimatum Game, Battle of the Sexes, Buyer–Seller Game), entanglement fosters implicit coordination, and superposition broadens strategic choices. 👉 This expanded structure allows outcomes where cooperation, fairness, and truth-telling become strategically stable, rather than fleeting or unattainable, without exogenous enforcement of ethics. 👉 The results consistently show that quantum strategies can reconcile rational self-interest with ethical principles by fundamentally enlarging the set of feasible strategies. Our research suggests that these quantum frameworks point toward next-generation negotiation support systems that surpass what classical AI-based systems can deliver by architecting strategic spaces where ethical behavior can be a natural equilibrium. While first quantum devices are beginning to take shape, quantum-inspired algorithms could soon enhance multi-agent negotiation platforms, automated contracts, decentralized governance, and other decision systems where legitimacy and equity matter. Full paper is available in open access and can be found under the link shared in the comments 👇 Please let us know what you think! Happy New Year, Negotiators!

📣 Breaking: New EU climate targets look like hot air! After a marathon night of negotiations, EU ministers have agreed to cut emissions 90% by 2040, but the final deal is notably diluted compared to the Commission’s proposal. Here’s what changed: • The 90% target remains, but up to 5% can now be met using foreign carbon credits, effectively reducing the real domestic cut to around 85%. • The EU may allow a further 5% of credits later, meaning as little as 80% of reductions would come from within Europe. • A 2035 interim target is set at 66–72.5%, aligning with UN requirements for updated NDCs ahead of COP30. • The start of the new EU carbon market is delayed by a year, to 2028, to ease pressure on industries. This is a setback for climate ambition. The concessions on offsets and timelines reflect growing political fatigue with ambitious climate policy amid inflation, security fears, and competitiveness concerns. However, in my view it is better to go to COP30 with an imperfect deal than with none at all. A credible, if weakened, European position keeps the bloc in its desired role as a global standard-setter. Despite the changes, it still signals that Europe remains committed to long-term decarbonization, even as domestic politics force compromises. The next test will be the credibility of delivery of these commitments! We need to drive climate action at COP 30 and beyond. #climateaction #europe #decarbonization

You don't get what you deserve. You get what you negotiate. 8 tips to master negotiation (in life and career): 1/ Step into their shoes ↳ Why: People want to feel understood. Showing that you "get it" helps them trust you and opens the door for real collaboration. ↳ How: Use phrases like, “It sounds like you’re feeling…” or “I sense that you’re concerned about…” 2/ Use mirroring ↳ Why: People love talking to someone who really listens. Repeating their words back shows you’re paying attention and makes them open up more. ↳ How: If they say, “We’re worried about costs,” respond with, “Worried about costs?” 3/ Label emotions ↳ Why: Calling out emotions takes the heat out of tough conversations. It shows you’re on the same page and makes things less tense. ↳ How: Say, “It seems like you’re frustrated about the timeline.” 4/ Ask open-ended, calibrated questions ↳ Why: Asking the right questions turns the focus from problems to solutions. It helps you understand what’s really going on. ↳ How: Avoid “yes” or “no” questions. Instead, ask, “What would it take to make this deal work for both of us?” 5/ Accuse yourself ↳ Why: Being upfront about possible objections makes you relatable and keeps things honest. People respect that. ↳ How: Say, “You might think I’m being overly optimistic, but here’s why this approach could work.” 6/ Go for the "No" ↳ Why: Weirdly, hearing “no” can feel safer for the other person than saying “yes.” It also gives you room to explore real issues. ↳ How: Ask, “Would it be ridiculous to consider extending the deadline by a week?” 7/ Leverage silence ↳ Why: Silence makes people uncomfortable, so they tend to fill it with valuable insights. Use it to your advantage. ↳ How: Ask a question or make a point, then wait. Resist the urge to speak first. 8/ Avoid compromise ↳ Why: Splitting the difference might seem fair, but it usually means both sides lose something important. Aim higher. ↳ How: Focus on finding creative solutions that deliver value to both parties. These strategies are inspired by Chris Voss’ "Never Split the Difference: Negotiating As If Your Life Depended On It" and brought to you by Omar’s Desk. PS: Great negotiators listen more than they speak. PPS: Negotiation is about authentic connection, not manipulation. The difference? Manipulation is self-serving; authenticity builds trust. What tactic would you add? Comment below. ---- Follow me, tap the (🔔) Omar Halabieh for daily Leadership and Career posts.

‼️EU Council agrees on -90% #climate target for 2040 - adding quite a bit of flexibility to get to a compromise, though... In the run-up to UN climate negotiations at COP30 in Brazil next week , EU climate ministers agreed late Tuesday on a -90% #carbon emissions reduction by 2040 (vs. 1990). It needed a couple of softeners to secure support from Member States concerned about competitiveness & affordability, including: 🌍 Up to 5% international carbon credits (vs. 3% proposed by the European Commission), effectively lowering the domestic EU target to 85%. 🔍Review clause to reassess impacts on competitiveness, energy prices, and social fairness before 2035 🕓 #ETS2 (emissions trading for buildings & transport) delayed from 2027 to 2028, with greater flexibility in the Market Stability Reserve (MSR). 🌲 Inclusion of permanent carbon removals in the EU ETS framework These adjustments may look like a softening of ambition. But they also reflect today’s global context: the EU is moving faster than most regions, and policymakers are seeking to maintain economic viability while staying on course for climate neutrality. In our recent 'New Pathways for the Energy Transition (Plan B)' report for the German Chamber of Commerce and Industry (DIHK) (link in comments), we argued for a broader use of international carbon credits to enhance efficiency in global mitigation - provided a robust compliance system prevents credit inflation. We further explored an emission budget approach and indexing EU ambition to global progress - ensuring Europe remains a leader, but not an outlier. In a paper with think tank EPICO KlimaInnovation (link in comments), we also proposed greater ETS2 flexibility and a dynamic MSR to balance ambition with affordability - ideas now partly reflected in the Council position. Curious to see how these themes evolve at COP30 next week - where the global context will decide how much of Europe’s “flexibility turn” becomes the new climate policy reality.

Conflict is inevitable. How we manage it is both an art and a science. In my work with executives, I often discuss Thomas Kilmann's five types of conflict managers: (1) The Competitor – Focuses on winning, sometimes forgetting there’s another human on the other side. (2) The Avoider – Pretends conflict doesn’t exist, hoping it disappears (spoiler: it doesn’t). (3) The Compromiser – Splits the difference, often leaving both sides feeling like nobody really wins. (4) The Accommodator – Prioritizes relationships over their own needs, sometimes at their own expense. (5) The Collaborator – Works hard to find a win-win, but it takes effort. The style we use during conflict depends on how we manage the tension between empathy and assertiveness. (a) Assertiveness: The ability to express your needs, boundaries, and interests clearly and confidently. It’s standing your ground—without steamrolling others. Competitors do this naturally, sometimes too much. Avoiders and accommodators? Not so much. (b) Empathy: The ability to recognize and consider the other person’s perspective, emotions, and needs. It’s stepping into their shoes before taking a step forward. Accommodators thrive here, sometimes at their own expense. Competitors? They might need a reminder that the other side has feelings too. Balancing both is the key to successful negotiation. Here’s how: - Know your default mode. Are you more likely to fight, flee, or fold? Self-awareness is step one. - Swap 'but' for 'and' – “I hear your concerns, and I’d like to explore a solution that works for both of us.” This keeps both voices in the conversation. - Be clear, not combative. Assertiveness isn’t aggression; it’s clarity. Replace “You’re wrong” with “I see it differently—here’s why.” - Make space for emotions. Negotiations aren’t just about logic. Acknowledge emotions (yours and theirs) so they don’t hijack the conversation. - Negotiate the process, not just the outcome. If you’re dealing with a competitor, set ground rules upfront. If it’s an avoider, create a low-stakes way to engage. Great negotiators don’t just stick to their natural style—they adapt. Which conflict style do you tend to default to? And how do you balance empathy with assertiveness? #ConflictResolution #Negotiation #Leadership #Empathy #Assertiveness #Leadership #DecisionMaking

🎯Power of Active Listening: A Game-Changer in Negotiations✨ I have witnessed firsthand how active listening can work wonders in negotiations. Let's delve into some practical tips on how you can harness the power of active listening to transform your negotiation skills. ✅1️⃣Be Fully Present 💯: Eliminate distractions, put away your phone, and give your undivided attention to the conversation. Show genuine interest in what the other party is saying, and focus on understanding their needs, concerns, and aspirations. ✅2️⃣Tune in to Non-Verbal Cues👀: Pay attention to the other party's body language, facial expressions, and tone of voice. Non-verbal cues can provide valuable insights into their emotions and underlying motivations. Use this information to adapt your approach and build rapport. ✅3️⃣Ask Open-Ended Questions 🗣️: Encourage the other party to share more by asking open-ended questions. Instead of yes-or-no inquiries, ask questions that begin with "how," "what," or "why." This allows them to express themselves more freely, and you gain deeper insights into their perspective, goals, and constraints. ✅4️⃣ Reflect and Clarify💡: Paraphrase and clarify what you've heard. Restate their key points to demonstrate your understanding and ensure that there are no misunderstandings. This practice not only validates their feelings but also fosters a sense of trust and respect. ✅5️⃣Practice Empathy🤗: Put yourself in the shoes of the other party to understand their emotions, challenges, and aspirations. Empathetic listening helps you find common ground and potential solutions that cater to both parties' interests, leading to win-win outcomes. ✅6️⃣Control Your Response 🎮: In the heat of negotiations, it's natural to react emotionally. However, active listening empowers you to respond thoughtfully, not react impulsively. Take a moment to process the information and choose your words carefully. A composed response demonstrates professionalism and fosters a positive negotiation environment. ✅7️⃣ Take Notes📝: Documenting key points during the negotiation is essential. Not only does it help you retain vital information, but it also shows the other party that you value their input. Later, refer back to these notes to align your proposals with their interests and demonstrate your commitment to finding common ground. The more you consciously apply these techniques, the more adept you'll become at unlocking negotiation success and building meaningful, long-lasting professional relationships. So, the next time embrace the power of active listening and watch the transformation unfold! 🔆 #careerprogression #negotiationskills #activelistening #professionaldevelopment #confidence

Negotiations don’t go wrong—they start wrong. Through my experience, I can often tell within the first 30 minutes whether a negotiation will take a collaborative or positional direction. The early signals—the tone, structure, and mindset of the parties—set the course for either value creation or value extraction. Too often, negotiations begin with adversarial positioning, where each side stakes out demands, focuses on "winning," and sees concessions as the primary path to agreement. This zero-sum mentality is where most negotiations start wrong. The problem isn’t what happens later—it’s how we approach the process from the outset. Do you negotiate how to negotiate before you start negotiating? This is a game-changer. Before discussing numbers or terms, set the stage for success. Consider opening with: "I am here today to help you reduce your risk, cost, and liabilities while improving your profits. Would you be interested in having me assist you with this?" This shifts the conversation from position-based bargaining to problem-solving and mutual value creation. SMARTnership® negotiation flips the traditional approach. Instead of defaulting to competitive bargaining, it starts by identifying asymmetric values, trust currency, and hidden gains that can turn the negotiation into a collaborative value-maximizing process. The real difference lies in: ✔ Mindset: Are we here to protect our own turf or explore mutual benefit?  ✔ Communication: Is the focus on claiming or creating value?  ✔ Trust: Is there openness to share real needs, costs, and priorities? If the first 30 minutes are spent staking positions, debating individual gains, or withholding critical information, the negotiation is already off track. But if we establish transparency, mutual benefit, and creative problem-solving early on, we unlock the hidden potential of the deal. Next time you step into a negotiation, ask yourself: Are we starting right? #Negotiation #SMARTnership #ValueCreation #TrustCurrency Tarek Amine Tine Anneberg Francis Goh, FSIArb, FCIArb Francisco Cosme Gražvydas Jukna Juan Manuel García P. Darryl Legault World Commerce & Contracting BMI Executive Institute #negotiationtraining Daniel McLuskie