High-Performance Negotiation & Influencing

ELEVATE YOUR NEGOTIATION AND INFLUENCING SKILLS WITH OUR HIGH-PERFORMANCE WORKSHOP WITH THE LEADING NEGOTIATION AND INFLUENCING EXPERTS IN THE WORLD!!

This workshop is based on 10 modules on Zoom Pro, one per month, each focusing on a key skill.

It is tailored for seasoned professionals looking to take their negotiation and influencing abilities to the next level.

Given the highly interactive and experiential nature of the modules, we limit total participants to 30 per module.

Course Duration:

Start Date: March 2025

End Date: February 2026

Break: July and August (two months)

Structure:

10 workshops on Zoom Pro, one per month, each focusing on a key skill.

Limited to 30 participants per workshop, ensuring personalized attention.

Instructors:

Led by a team of 10 experts from the CABL Faculty.

Trainers include top professionals in the field and professors from leading global business schools.

TOPICS AND DATES OF THE 10 SESSIONS

(due to the very early planning, some of the dates may change).

All modules take place on Monday, from 2 to 5pm CET

• DEALING WITH CONFLICT AND EMOTIONS (17 March 2025, Jordi Quoidbach)
• THE ART NEGOTIATING IN THE AGE OF AI: HARNESSING CHATGPT'S POTENTIAL (7 April 2025, Yadvinder Rana)
• STAKEHOLDER ENGAGEMENT (12 May 2025, Sammy Rashed)
• STRATEGIES OF INFLUENCE: A FRAMEWORK FOR EFFECTIVELY PERSUADING OTHERS (23 June 2025, Francesca Gino)
• THE ART OF DISCOVERY: FIGURING OUT PEOPLE (FAST) (15 September 2025, Daylian Cain)
• POWER, INFLUENCE AND RESILIENCE (6 October 2025, Owen Darbishire)
• MANAGING INTERNAL & EXTERNAL NEGOTIATIONS (17 November 2025, Giovanni Aquilanti)
• GETTING PAST RESISTANCE: THE INFLUENCE EQUATION (1 December 2025, Stevenson Carlebach)
• WHY NEGOTIATING LIKE A WOMAN IS A GOOD THING (26 January 2026, Suzanne de Janasz)
• GOOD FOR THEM, GREAT FOR US (23 February 2026, Giuseppe Conti)
• DEALING WITH CONFLICT AND EMOTIONS (16 March 2026, Jordi Quoidbach)
• THE ART NEGOTIATING IN THE AGE OF AI: HARNESSING CHATGPT'S POTENTIAL (20 April 2026, Yadvinder Rana)

HOW THE SYSTEM WORKS FOR PARTICIPANTS:

1. The modules will take place on Monday, from 2 to 5pm CET. Although we set the dates of all modules in advance, we reserve the right to change some of the dates due to potential unplanned commitments;

2. 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;

3. The number of participants to each module is limited to 30. If we have more than 30, we will explore the option to create another session;

4. 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;

5. If you registered for a specific workshop but you cannot attend, please inform us (support@cabl.ch) 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);

6. 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;

7. Thanks to the small size group, each module will be interactive with role plays and/or exercises.

Additional learning opportunities:

All the additional learning opportunities are included in each Package

1. Opportunities to continue a learning journey with CABL via monthly videos and articles on negotiation and influencing;
2. Receiving a toolbox for effective negotiation and influencing;
3. 6 x 60minutes webinars valid for 24 months following the workshop;
4. Access to a private Master Negotiators group with weekly content (videos, articles, infographic and tips).

A detailed description of each module:

• 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.
  

• 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.
  

• 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.
  

• 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.
  

• 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.
  

• 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?
  

• 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.
  
  
• 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.
  
  

• 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.
  

• 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.

Trainers' Biography:

JORDI QUOIDBACH

Jordi is an award-winning Professor of Negotiation at ESADE Business School and a leading expert in the scientific field of emotion.
Jordi’s research explores how people can leverage their emotions to fuel better decisions and more impactful social interactions. His team developed the first scientifically-validated training program to increase emotional competencies in adulthood. Jordi’s work has been published in journals such as Science, PNAS, and Psychological Bulletin, and is often covered in popular media including CNN, BBC, and The New York Times. He has written several popular books on emotional competencies and hosted the coaching TV series "J'ai décidé d'être heureux" broadcasted on the French TV channel M6.
Jordi has been teaching Negotiation and Decision-Making courses to MBA and Executives for over a decade. He was identified among the Best 40 Business Professors Under 40 in Poets & Quants. He regularly gives keynote speeches and delivers corporate training programs for firms and not-for-profit organizations across the globe.

YADVINDER S. RANA

Yadvinder is a Professor, researcher and advisor focusing on complex international negotiations. He has over 10 years of teaching experience as Adjunct Professor of Cross-Cultural Negotiation and Management at Catholic University of Milan.

He is an expert trainer and consultant in Negotiation and Influencing with extensive International experience within multinational contexts (USA, China, India, UAE, UK, France, Italy).

His latest research has been recently published in the Negotiation and Conflict Management Research Journal (https://lps.library.cmu.edu/NCMR/article/id/397/).

Prior to his academic career, Yadvinder had corporate roles with leading multinationals both in Procurement and Sales.

SAMMY RASHED

Sammy is a career executive intrapreneur turned entrepreneur, and a recognized Procurement thought leader with over 30 years’ experience in senior management focused on strategy creation and capability development.

During his time at Novartis Pharma and Merck & Co., he created and managed Procurement organizations globally across all regions, instilling a strong business partner approach focused on robust stakeholder engagement and complex business-problem solving. He has since established a strong Strategic Advisory and Executive Coaching practice.

Sammy holds a degree in Architecture, an executive MBA from UQAM (Canada), and serves as Corporate Partner – Research & Education with the Technical University of Dortmund, collaborating on his research on how to move the function “Beyond Procurement”. He is also a professional certified coach (PCC) accredited by the International Coaching Federation, and a Lean Six-Sigma Black Belt.

FRANCESCA GINO

Professor Gino is an award-winning researcher who focuses on why people make the decisions they do at work. She is the Tandon Family Professor of Business Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School and the author of several best-selling books. Gino is also affiliated with theProgram on Negotiation at Harvard Law School, the Mind, Brain, Behavior Initiative at Harvard, and the Behavioral Insight Group at Harvard Kennedy School. She co-chairs HBS Executive Education programs on Behavioral Economics (focused on how to apply behavioral insights to organizational problems) and Driving Profitable Growth.

Gino has been honored as one of the world’s Top 40 Business Professors under 40 and one of the world’s 50 most influential management thinkers by Thinkers 50. Professor Gino has won numerous awards for her teaching, including the HBS Faculty Award by Harvard Business School's MBA Class of 2015. Her studies have also been featured in The Economist, The New York Times, Newsweek, Scientific American, Psychology Today, and The Wall Street Journal, and her work has been discussed on National Public Radio and CBS Radio.

DAYLIAN CAIN

Daylian M. Cain, Ph.D., is a Senior Lecturer of Negotiations & Leadership at the Yale School of Management. Prior to joining Yale in 2007, Cain was the Russell Sage Fellow of Behavioral Economics at Harvard. Originally hailing from Nova Scotia, Cain is a former Canada science scholar. He has Ph.D. in Business from Carnegie Mellon, and he also has three master’s degrees. He likes to say that he focuses on “why smart people do dumb things.”

Fun Facts: Cain has appeared as a special guest on National Geographic’s TV show Brain Games, and his poker avatar (“Raising Cain”) is one of the opponents you may face at AdvancedPokerTraining.com.

OWEN DARBISHIRE

Owen Darbishire has been a professor at Oxford University for well over 25 years, having also worked in the United States and Germany. He has a well-founded international reputation as an insightful and practical expert on negotiations, collective bargaining and decision making where he leverages his academic expertise.

He is an outstanding and highly sought after executive education teacher and consultant to dozens of international companies. These have ranged from ThyssenKrupp and BMW to Equinor and Ikea, from Rolls Royce to the Qatar Foundation and the International Red Cross. Owen has won multiple teaching awards, is the Director of the Oxford Programme on Negotiation, and has served roles such as Vice-Master of Pembroke College, Oxford and Chair of Faculty of the Saïd Business School. He advises on negotiations from the simple to the complex.

Owen is also an enthusiastic player of the ancient game of ‘real tennis.’

GIOVANNI AQUILANTI

Giovanni Aquilanti is a seasoned professional with over two decades of diverse experience in business, negotiation and management. His expertise spans Procurement and Sales within a range of industries, including FMCG, Sports, and Technology, both in multinational giants and smaller enterprises.

His career has been marked by a variety of Procurement achievements, notably during his 15-year tenure with industry-leading multinationals renowned for their Procurement best practices, such as Procter & Gamble and Philip Morris International. At Procter & Gamble, he even served as a corporate trainer, imparting his knowledge of Advanced Negotiation techniques.

His professional passions extend beyond the boardroom, encompassing sports management, sales, and coaching startups.

STEVENSON CARLEBACH

Stevenson Carlebach is associate faculty at Harvard Law School’s Program on Negotiation (PON) where he teaches Mediation and Conflict Management as well as Overcoming Resistance in a Negotiation. He has taught Negotiation at Georgetown School of Law.

He specializes in teaching Influence, Difficult Conversations™, Negotiation and Leadership. He has a special interest in understanding the hard science behind “soft” skills.

In the private sector, Stevenson has worked with Fortune 500 companies all over the world focusing on strategic relationship management.

Clients have included Capital One, Merck, Goldman Sachs, Microsoft, IBM, PWC, Pfizer, and Deutsche Bank to name just a few. In the public sector, he has worked with The White House and the Pentagon.

With six children (four teens still living with him) Stevenson hopes that he will learn to practice at home what he teaches on the road.

SUZANNE DE JANASZ

Suzanne de Janasz is a Professor of Management & Conflict Resolution at Seattle University.

She has been teaching and working with global organizations for over 20 years, most recently as a Professor of Management & Conflict Resolution at George Mason and Director of Executive Negotiation Programs, and before that, at IMD in Lausanne, Switzerland, world-renowned for executive education.

A dynamic, award-winning instructor, Suzanne shares her expertise on negotiation, mentoring, leadership, and work/family balance in top practitioner and academic journals (e.g., Harvard Business Review) as well as in global news outlets (e.g., Financial Times, CNN.com).

In 2024, she was appointed among the Top 30 Global Gurus for Negotiation (#24 Worldwide).

GIUSEPPE CONTI

Giuseppe Conti is the founder and managing director of CABL, a firm that offers a range of customized training in the field of negotiation, influencing, and related areas.

Giuseppe is a seasoned negotiator combining academic content with over 25 years of practitioner experience from his senior Procurement and commercial leadership roles within blue-chip multinationals (Procter & Gamble, Novartis, Firmenich and Merck).

Since 2005, Giuseppe has been an award-winning Lecturer, recognized for his lively and interactive training workshops across leading business schools in three continents: Bayes, BSL, Cambridge, EPFL, ESADE, ESSEC, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford, RSM, SDA Bocconi, University of Geneva, University of St Gallen and VU Amsterdam.

In 2018, he left the corporate world and became a Professor/Visiting Professor in Negotiation & Influencing at a number of leading business schools. Giuseppe regularly runs workshops on four continents. To date, corporate leaders from multinational corporations and individuals from over 145 different countries have attended his workshops.

In 2024, he was ranked #3 worldwide among the Top 30 Global Gurus for Negotiation.

Refund policy

*100% refund if you cancel with 30 working days*70% refund if you cancel within three weeks

Still have doubts or want additional information? Do not hesitate to call us via

Mail: contact@cabl.ch