Advanced Win Win Negotiation: The Human Advantage in an AI World

As artificial intelligence transforms the way we analyse information and make decisions, our greatest competitive advantage remains distinctly human: the ability to build trust, read the room, ask incisive questions, listen deeply and negotiate skilfully.

Building on the principles in Derek Arden’s internationally published book Win Win, this advanced and highly practical masterclass explores the psychology and neuroscience behind successful negotiation. Delegates will learn how to influence with integrity, remain calm under pressure and achieve better outcomes—without damaging the relationships that matter.

What We Will Cover

• The psychology of advanced negotiation
  Understanding what really drives decisions, behaviour and resistance.
• The negotiating brain
  How the amygdala, emotion and unconscious bias can hijack even experienced professionals.
• Preparation, positioning and power
  Establishing objectives, identifying leverage and knowing your walk-away position.
• Reading the room
  Recognising changes in energy, body language, tone and engagement—including online.
• Deep empathy and active listening
  Understanding the other person’s position without necessarily agreeing with it.
• Questions that uncover the real issue
  Moving beyond positions to reveal interests, concerns and hidden priorities.
• Language that influences
  The words, framing and ethical NLP techniques that build trust and encourage movement.
• Silence, pauses and time-outs
  Creating thinking space, managing pressure and preventing emotional reactions.
• Advanced bargaining
  Anchoring effectively, trading concessions and avoiding the temptation to give something away for nothing.
• Handling difficult and aggressive negotiators
  Remaining firm, calm and professional when faced with pressure, tactics or unreasonable behaviour.
• Achieving genuine Win Win outcomes
  Creating value, protecting relationships and reaching agreements that work in practice—not merely on paper.
• The human advantage over AI
  Knowing where technology can support preparation and analysis—and where judgement, curiosity, empathy and trust remain irreplaceable.