Negotiation Mastery On-Demand Simulations Guide

This page provides Negotiation Simulation information for the HBS Online Negotiation Mastery On-Demand Course.

Overview
Negotiation Simulation Process
Roles and Scenarios
Completion and Deadlines
Guidelines and Best Practices
Support

Overview

Negotiation Simulations are required individual negotiation exercises embedded within each course module. Throughout the course, you will engage in four text-based negotiations with an AI counterpart, the AI Negotiator, designed to simulate a realistic negotiation partner. At the end of each AI-powered simulation, you will receive feedback based on your interactions.

You will have two attempts for each negotiation--one near the beginning of each module and one at the end, allowing you to assess your progress as you learn. Note that this course is self-paced, so you can take the time necessary to fully prepare for each negotiation exercise, but all modules must be completed by your course access end date.

Negotiation Simulation Process

Review the background details for the negotiation provided within the course.
Prepare your role objectives and priorities.
Conduct the text-based simulation with the AI Negotiator.
Reach a natural stopping point, either by agreeing to a deal or walking away if you can’t reach an agreement.
Review the AI-generated feedback to understand what you did well and what can be improved.

The AI Negotiator helps you practice and sharpen your negotiation skills. You may ask it questions, but its primary role is to negotiate with you. Completion of each simulation is required to progress through the course.

The AI Negotiator will:

Respond directly to your messages in a conversational format.

Adapt its behavior based on its role and your messages.

Represent the goals and constraints of its assigned role.

Negotiations may unfold differently each time. The AI Negotiator may take different approaches depending on how you negotiate, your tone, and your offers. This variability reflects realistic negotiation dynamics.

Your interactions with the AI Negotiator are not visible to other learners. Your responses are stored by HBS Online and may be used to improve the tool.

If you encounter technical difficulties that prevent you from advancing to the next activity, please visit the Support Portal so the team can assist.

Roles and Scenarios

In each simulation, the AI Negotiator will take on a unique role and communicate with you based on the context of the simulation scenario. The AI Negotiator makes decisions based on the scenario context and your messages. It is designed to respond realistically to your offers and behavior.

Module 1

In the Module 1 Simulation, you will play the role of Easterly, a bed and breakfast owner, negotiating to purchase the plot of land next to your inn. The AI Negotiator will play the role of Brims, a coffee shop that currently owns the land. The simulation focuses on practicing foundational negotiation tactics.

Module 2

In the Module 2 Simulation, your role will be Vericampos, a paper manufacturing company seeking environmental cleanup services for their manufacturing. The AI Negotiator will play Rijas, a company offering environmental cleanup services. This simulation allows you to practice negotiating several service provisions together.

Module 3

In the Module 3 Simulation, you will play the role of Hawkins Development, a regional shopping center developer. You are responsible for securing an anchor tenant lease that will determine whether the Merrimack Mills project can move forward. The AI Negotiator assumes the role of Discount Marketplace, a nationwide retailer of clothing, shoes, accessories, houseware, and gifts. Discount Marketplace is a possible anchor tenant. This simulation focuses on balancing financial constraints with building long-term, trust-based partnership.

Module 4

In the Module 4 Simulation, you will take on the role of an employee seeking a raise and a promotion. The AI Negotiator will play George, your boss. This simulation allows you to practice advocating for yourself by asking for a raise and making concrete points about your performance.

Completion and Deadlines

You are expected to fully engage and complete each simulation. A simulation is considered complete once you reach a natural stopping point, either by reaching an agreement or walking away from the negotiation. Some negotiations may end without a deal if you choose to walk away. You are not required to reach an agreement with the AI Negotiator for your coursework to be considered complete. Not reaching an agreement does not affect your Certificate of Completion eligibility.

At the end of each module, you will have the opportunity to retry each negotiation. This allows you to immediately apply what you have learned in the module. All coursework, including the Negotiation Simulations, must be completed by your stated course access end date. Please refer to your dashboard for your final deadline.

Guidelines and Best Practices

During simulations:

Respond in your own words
Apply course concepts
Ask questions and explore the other party’s interests
Adapt your approach as the negotiation progresses

Use of external tools:

Course policies require that all responses to be in your own words and reflect your own thinking. Regarding the use of outside AI tools in HBS Online coursework, our Honor Code prohibits “unauthorized aid from other individuals or any widely available AI tools such as ChatGPT, Bing, Claude, or Grammarly, to generate responses to course prompts, assignments, or simulations.” For a full description of what kind of AI usage is unauthorized vs. authorized, please carefully review the Honor Code.

Tips for success:

Prepare before entering the simulation

Focus on your interests within the negotiation

Consider what tradeoffs and alternatives you might pursue in the negotiation

Stay flexible in your approach as the conversation evolves

Once you complete the simulation, use the feedback to refine your strategy

The AI evaluates how effectively you apply negotiation skills, including your use of offers, concessions, strategy, and tone. 

If you contributed little, failed to make offers, or repeated the same tactics without adapting, those may be flagged as areas for improvement. After the negotiation, you’ll receive feedback highlighting your strengths and areas for improvement. This feedback does not affect your standing in the course.

Support

If you have a question that is not answered here, please contact us through our Support Portal.

Could the AI Negotiator provide inaccurate information or misunderstand my responses?

The AI may occasionally misunderstand your inputs and provide imperfect responses. Please use your good judgement when interpreting the AI responses.

AI Negotiator seems to be frozen while I am waiting for a response. What should I do?

AI Negotiator is configured to automatically attempt to repair any issue that may be causing lag, even if it looks like nothing is happening. Look for an indicator at the bottom of the negotiation that says, “The AI is preparing a response.” If you see this indicator, it is recommended to wait a few moments for AI Negotiator to complete its response, then try refreshing the page.

If I refresh the page, will I lose my current conversation?

Refreshing the page should not lead to the loss of any prior exchanges with the AI Negotiator. If more than 5 minutes go by and you are unable to solicit a further response from the teaching element, either by waiting or by refreshing, please reach out to the HBS Online Support Portal and provide a full screenshot showing the status of the unresponsive page.

What are the limitations of the AI Negotiator teaching element?

The sole focus of the teaching element is as a negotiation coach. For all queries related to administrative or logistical support, please contact the HBS Online support team via the Support Portal for a personalized response from our human team.

Still can't find what you're looking for? Please refer to the HBS Online FAQ (Frequently Asked Questions), or visit the HBS Online Support Portal for any questions, comments, or concerns about your Harvard Business School Online experience.

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