Resolving Disputes Through Negotiation

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.

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

“Let’s celebrate our differences!” — easy to say when you’ve never actually had to WORK through real differences. Here’s the thing: Real differences don’t feel like a celebration. They feel messy, uncomfortable, even threatening. 🧠 Our brains are hardwired to detect difference as potential danger. When someone thinks, works, or communicates differently than we do, our first instinct isn’t to embrace it—it’s to resist it. Recently, I worked with a team trapped in conflict for years. The problem wasn’t competence or commitment. It was cognitive diversity they didn’t know how to handle. 👉 One part of the team was task-focused—eager to get to the point and skip the relational aspects of collaboration. 👉 The other part was relationship-driven—prioritizing emotional connection and dialogue before diving into action. Celebrate their differences? Not likely. 🚫 The task-focused group saw the others as emotionally needy attention-seekers. 🚫 The relationship-driven group saw their counterparts as cold and disengaged. So, what changed everything? Not a shallow celebration of their diversity, but finding their common ground. 🚀 I used my D.U.N.R. Team Methodology to transform their conflict into collaboration: 1️⃣ D – Diversity: we explored their differences without judgment and recognized the strengths in both approaches. 2️⃣ U – Unity: we found their shared purpose—every one of them cared deeply about the team’s success, just in different ways. 3️⃣ N – Norms: we co-created practical norms that guided their interactions and set clear expectations. 4️⃣ R – Rituals: we introduced rituals to honor both styles while reducing friction and fostering collaboration. The real breakthrough? Not pretending their differences were easy, but building bridges through shared values. My honest take: If you’ve truly worked through real differences, you know it’s not about celebrating them—it’s about navigating them with care and intentionality. 💡 Celebrate your common ground first.  That’s how you unlock the power of team diversity. What’s your experience with managing real differences on a team? 🔔 Follow me for more insights on inclusive, high-performing teams. ___________________________________________________ 🌟 If you're new here, hi! :) I’m Susanna. I help companies build an inclusive culture with high-performing and psychologically safe teams.

The fastest way to lose a high-stakes negotiation?   Letting emotions take the wheel (and no, I don’t mean theirs.)   - You’ve prepped for months. - The numbers are airtight. - The value proposition is flawless.     Then your counterpart’s voice tightens. Their gestures sharpen.   Suddenly, logic is drowning in a storm of frustration, ego, or outright anger.     Most negotiators panic here.   They either mirror the emotion (career-limiting) or freeze (deal-killing).     But elite leaders and dealmakers?   They ride the De-Escalator.   Here’s how to use this non-negotiable tactic when tensions explode in boardrooms, acquisitions, or thorny leadership conflicts:     Step 1: Become a Human Pressure Valve   When voices rise, lower yours. Speak slower. Softer.     Ask: “Help me understand exactly what’s happening here.”   Then let them vent.   Interruptions = gasoline on fire.     Most high-earners hate this part. (“Why should I let them rant?!”)    Because emotion is data.   Their outburst reveals what they truly value—and fear.     Step 2: Validate Without Surrender    Say: “I’d feel frustrated too in your position.” (Note: This isn’t agreement. It’s strategic empathy.)   NEVER say “calm down.”   Instead, reframe with “I” statements:     “I want to solve this, but I’m struggling with how heated this feels."   If you’re at fault?   Apologize once, crisply: “I regret that oversight.”   If not?   Distance gracefully: “I wasn’t involved in that piece, but let’s fix it.”   Step 3: Redirect to the Future (On Your Terms)   Weak negotiators beg for peace.   Elite negotiators trade emotion for action:    “When I faced a similar stalemate, we paused and…” “To move forward, here’s what we should…”    Key: Say “we,” not “you.”   Position yourself as their ally against the problem.     The Billion-Dollar Caveat:     Some people weaponize emotions.     A CEO client recently faced a shareholder who “raged” to force concessions.     Here's what he did:   “Let’s table this until we can regroup with clearer heads.”   The tantrum died and the deal survived.     So, here's what your next move should be:   If you negotiate with founders, investors, or C-suite teams, emotional collisions aren’t risks. They’re guarantees.   Master the De-Escalator.     Or keep losing deals (and respect) to people who do.     P.S. Struggling with a recurring negotiation nightmare? DM me “De-Escalator" for a free 15-minute audit of your toughest sticking point.    PPS. My 1:1 clients pay $25k+ to embed these frameworks. You just got the blueprint for free. (But the discipline to execute it? That’s on you.)    Repost to save a leader from self-sabotage.   ----------------- 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

Retaliation or Concession? There’s a Smarter Way Forward This chart shows how U.S. trade partners have responded to tariffs: some retaliated (China, Canada), others conceded (Vietnam, South Korea, Switzerland), and a third group is trying to negotiate. But what’s missing? Collaboration. When faced with a combative negotiator, neither retaliation nor concession is the right path. Concession signals weakness. It invites further demands. Retaliation escalates tension and burns bridges. Instead, we should respond strategically—by listening, asking questions, opening dialogue, showing patience, and yes, sometimes counting to 100. Empathy and clarity beat emotion and impulse. I’m surprised how poorly some countries are handling the pressure. From a negotiation standpoint, the default reactions are shortsighted. The risk of being combative? You might win the moment, but lose the deal. You damage trust, push partners away, earn a bad reputation—and worst of all, you miss out on NegoEconomics: the hidden, asymmetric value that’s only accessible through collaboration. The SMARTnership Negotiation approach avoids the trap of confrontation vs. concession. It’s not about splitting the pie—it’s about growing it. By aligning interests, sharing risks, and leveraging TrustCurrency, both sides win more. Rather than react out of fear or pride, ask: • What problem are we both trying to solve? • What value can we create together? • How can we trade cost for value across borders? It’s time to shift from confrontation to co-creation. In negotiation, as in trade, the real advantage comes not from pushing harder—but from thinking smarter. #SMARTnership #Negotiation #TrustCurrency #NegoEconomics #Geopolitics #TradeStrategy Tine Anneberg Juan Manuel García P. Jason Myrowitz Gražvydas Jukna Moïse NOUBISSI Darryl Legault Tiffany Kemp Francisco Cosme

➝ Why everything you learned about negotiation is actually working against you?  A recent interview with negotiation expert Chris Voss revealed that mastering difficult conversations requires tactical empathy rather than force or manipulation. Yet, many professionals still rely on vague threats or artificial urgency instead of proven negotiation methods. Let's fix that. Use these 5 evidence-based techniques to succeed in hard conversations: 1. Tactical Empathy • Demonstrate understanding without necessarily agreeing. • Focus on deactivating negatives rather than reinforcing positives. • Use a calm, low tone (the "late night FM DJ voice") to defuse tension. • Example: "I understand why you need a higher margin on this deal. Let me explain our constraints." 2. Mirroring • Repeat the last 1-3 words someone said to encourage elaboration. • More effective than asking "What do you mean?" • Helps people recover their train of thought when interrupted. • Example: They say, "This timeline won't work." You respond, "Won't work?" 3. Proactive Listening • Identify and label emotions before they escalate. • Neutralize negative emotions with phrases like "It sounds like this is bothering you." • Anticipate predictable reactions and address them directly. • Example: "This pricing might seem aggressive at first glance. Let me walk you through our reasoning." 4. Hypothesis Testing • Articulate what you think the other person wants. • This encourages correction and provides more information. • Accelerates conversations by revealing true interests. • Example: "It seems like delivery timeline matters more to you than price. Am I understanding correctly?" 5. Red Flag Recognition • Be cautious of artificial urgency or early "win-win" proposals. • Note that vague threats suggest bluffing. • Trust intuitive feelings about dishonesty – they're often accurate. • Example: When they say "We need an answer by end of day," respond with "What specifically happens tomorrow that creates this deadline?" Great negotiations don't happen by chance. They happen by design. Which of these techniques do you already use? What's one negotiation mistake you've learned from? Let's discuss. "The secret to successful negotiations isn't getting what you want. It's diagnosing quickly if there's a deal to be made at all." – Chris Voss ♻️ Repost to empower your network and follow me Amer Nizamuddin for more insights.

Just 6 months into it, I almost quit my job Had just become a PM (my dream job) Had already released my first feature Was owning a critical product But, I kept feeling I "sucked" at it. Every "conversation" I had turned into an ugly "argument" And I could never win. Forget winning, I couldn't even get my point across. What happened next? I learned how to tackle tough conversations. It took a long time, but it was worth the time and energy. These are the 5 things that help me tackle every conversation like a pro, especially the tough ones. First, let's understand what is a tough conversation: Any conversation that has one or more of these characteristics: - requires a critical decision or agreement - where most people have strong opinions - and most of these opinions are differing These conversations are TOUGH because: in most of them, people become emotional, frustrated, or angry. (I know this because I've felt all of those) Once that happens, there is no way the conversation will lead to a productive outcome: So, here is what I do (and you should too) to win tough conversations 1. 𝗪𝗲'𝗿𝗲 𝗮𝗹𝗹 𝗶𝗻 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲 𝘁𝗲𝗮𝗺 a) Remind the group:WE'RE IN THE SAME TEAM b) Remind them of goal. c) Have a clear plan for the meeting:     - this is the PROBLEM     - why we're the best people to solve it     - solving the problem >> winning the argument 2. 𝗖𝗿𝗲𝗮𝘁𝗲 𝗮 𝘀𝗮𝗳𝗲 𝗲𝗻𝘃𝗶𝗿𝗼𝗻𝗺𝗲𝗻𝘁: Make everyone feel it's safe to share opinions. • It's OK if opinions do not match • It's still OK if some are controversial • It's OK as long as everyone: feels safe to share without fear AND respects each other (Then repeat step 1) 3. 𝗖𝗼𝗻𝘁𝗿𝗼𝗹 𝗬𝗼𝘂𝗿 𝗘𝗺𝗼𝘁𝗶𝗼𝗻𝘀 We've all been there - in situations where we react emotionally. Only to regret it later. In tough conversations, control emotions. Remind yourself - it's imp to reach a conclusion. With emotions in control, you will be: - logical - honest - open to listening 4. 𝗟𝗶𝘀𝘁𝗲𝗻 & 𝗦𝗵𝗼𝘄 𝗘𝗺𝗽𝗮𝘁𝗵𝘆 Enter each conversation with an open mind. Focus on listening and UNDERSTANDING others Don't listen to respond. Listen to understand. Respond. Not react. That doesn't mean you don't say what you have to. It means you still say it, but with listening and empathy. 5. 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳 𝗮𝗻𝗱 𝗹𝗲𝗮𝗿𝗻 𝘁𝗼 𝗴𝗲𝘁 𝗯𝗲𝘁𝘁𝗲𝗿 It's easy to think that others need to improve their communication. But if you think logically, YOU also NEED TO CHANGE (and IMPROVE). Identify all the things you could do better next time. And then do them. ----------------------------------------------------- Let me know if you relate to such situations, and how do you tackle them?

Communication is tricky—our words pass through layers of emotions, tone, and assumptions before reaching other people's ears. What we say in our heads often comes out differently in conversation....causing havoc! The slightest misstep in tone or choice of words can completely change the meaning of what we’re trying to say. And this can trigger a negative response in the people around us. This is a BIG problem when it comes to organizations and teamwork. According to Gallup and other studies, miscommunication is a huge source of conflict and inefficiency. However, companies don't have to put up with this problem....not if they invest in developing emotional intelligence (EQ) skills. EQ prevents miscommunication-induced conflict in many ways- as speakers and listeners. First, it helps us recognize and manage our own emotions, allowing us to stay calm and composed even in challenging conversations, which reduces the likelihood of reactive, unclear communication. Second, it enhances our ability to empathize with others, enabling us to better understand their perspectives and respond in ways that are more likely to be received positively. One of the things I've noticed in my EQ coaching sessions is that people's communication skills improve when they realize that effective communication is not just about clarity; it's also about empathy. It's about understanding that your message lives in the mind of the listener, and that your job is to make sure it arrives there intact, not distorted by misinterpretation or confusion. Some tips I give my clients: 👉 Next time you are speaking with someone, ask yourself if you are sure that what you said is what was heard? 👉 Take a step back and reflect on how others might be perceiving your words. 👉 Then, decide if you need to clarify, check-in or adapt your approach. This shift in perspective—from thinking about what you're saying to thinking about how it's being received—can transform your interactions and help you build stronger, more meaningful connections 🚀 Image source: https://lnkd.in/e7H6MEfR #communciationskills #communication #emotionalintelligence #miscommunication #learninganddevelopment

I’ve found myself navigating meetings when a colleague or team member is emotionally overwhelmed. One person came to me like a fireball, angry and frustrated. A peer had triggered them deeply. After recognizing that I needed to shift modes, I took a breath and said, “Okay, tell me what's happening.” I realized they didn’t want a solution. I thought to myself: They must still be figuring out how to respond and needed time to process. They are trusting me to help. I need to listen. In these moments, people often don’t need solutions; they need presence. There are times when people are too flooded with feelings to answer their own questions. This can feel counterintuitive in the workplace, where our instincts are tuned to solve, fix, and move forward. But leadership isn’t just about execution; it’s also about emotional regulation and providing psychological safety. When someone approaches you visibly upset, your job isn’t to immediately analyze or correct. Instead, your role is to listen, ground the space, and ensure they feel heard. This doesn't mean abandoning accountability or ownership; quite the opposite. When people feel safe, they’re more likely to engage openly in dialogue. The challenging part is balancing reassurance without minimizing the issue, lowering standards, or compromising team expectations. There’s also a potential trap: eventually, you'll need to shift from emotional containment to clear, kind feedback. But that transition should come only after the person feels genuinely heard, not before. Timing matters. Trust matters. If someone is spinning emotionally, be the steady presence. Be the one who notices. Allow them to guide the pace. Then, after the storm passes, and only then, you can invite reflection and growth. This is how you build a high-trust, high-performance culture: one conversation, one moment of grounded leadership at a time.