Contents

This page provides all the necessary information about the Negotiation Simulations in the Negotiation Mastery Course. Please read on to learn more.

• Overview
• Negotiation Simulation Instructions
• The Alternative Solo Negotiation Simulation Experience
• Details on Each Module's Negotiation Simulation
• General FAQs
  • Getting Started with Simulations
  • Partnering and Troubleshooting
• HBS Online AI Negotiator FAQs
  • Overview AI Negotiator (Module 1 Only)
  • Using the AI Negotiator Effectively
  • AI Behavior and Feedback
  • AI Negotiator Technical Issues

Overview

The Negotiation Simulations are a key component of Negotiation Mastery. Simulations provide the opportunity to practice the skills you are learning within the course. As noted on the course calendar, there are 4 Negotiation Simulations throughout the program. Each Simulation will require coordination with a different randomly‐assigned student partner. There are three standard text‐based negotiations conducted via the chat tool in the course and one face‐to‐face negotiation conducted via Zoom, WhatsApp, or similar video call platform.

These instructions and Frequently Asked Questions (FAQs) will walk you through how simulations work. There is also a section that provides specific details for each individual simulation.

We strongly suggest that you bookmark and/or save this page and refer to it as you proceed through the Negotiation Mastery program.

Because these simulations are so critical to the course, all deadlines must be strictly followed. Each of the four Negotiation Simulations must be initiated by the deadline indicated on your course calendar. Meeting the Negotiation Simulation deadlines is a requirement for earning a Certificate of Completion.

Negotiation Simulation Instructions

When you begin a module in Negotiation Mastery, the course will assign you a role for the module’s Negotiation Simulation. In order to play this role, you will complete the preparation materials provided within the module. Once you have completed the preparation materials for your role, you will click the "Continue" button start the simulation. At that point, you will be asked to introduce yourself to your negotiation partner who may or may not have already introduced themselves within the simulation portion of the module.

IMPORTANT: You must introduce yourself in the provided text box by each of the Negotiation Simulation deadlines to receive credit for that simulation and remain eligible for the course certificate. These deadlines correspond to the Negotiation Simulation deadlines on your course calendar. You may continue to negotiate even after the deadline has passed, so long as you and your partner have both introduced yourselves by the deadline.

If you are the first partner to arrive at the Negotiation Simulation, you should introduce yourself and offer some times you are available to negotiate in the upcoming days. We suggest reserving a block of 45-60 minutes to complete the simulation with your counterpart. Although you will be using the chat tool in the course to negotiate for most of the simulations, you might also want to include a means of contact, such as an email, phone number, or username of a social media account to make scheduling easier.

The first participant to arrive at the Negotiation Simulation will be notified via email when their partner has arrived. While awaiting a partner, we recommend logging into the course to check at least once a day in case the email notification went to your spam folder or if the email address you used to register for the course is not your typical email address.

• If you are the second participant to arrive at the Negotiation Simulation, you will be able to see your partner’s introduction. You should introduce yourself immediately and respond to your partner with your own availability and other means of contact.
• Most participants will be paired with their counterpart within 8 hours, though please keep in mind that it may take up to 24 hours to be paired, or possibly more if you are one of the first or last in your cohort to arrive at the simulation.
• Before you click to start the simulation, you should be prepared to negotiate within the next 1-3 days. Be sure to plan accordingly such that you are able to introduce yourself to your partner prior to each simulation’s deadline. If you know that you will be traveling or otherwise unavailable, it might be best to wait until you return to start the simulation. However, please remember that you must introduce yourself before the deadline. Additionally, please be considerate of your classmates’ time when making these arrangements, as both you and your partner will still need to complete the remainder of the module in a timely manner after completing your negotiation. Please plan your time wisely.
• Make sure you and your partner use the in-platform simulation chat tool for your negotiations in Modules 1 and 2, so that all offers are properly captured in the system. In Module 3, you'll use a video conferencing tool for a face-to-face negotiation. For Module 4, you and your partner can choose either the chat tool or a video conferencing tool, whichever you prefer.

Once you and your partner have set a time to negotiate, either partner can start the conversation. Assuming your assigned role, use the provided text box in the chat tool to interact with your partner. The chat tool works much like any standard chat platform, but also features the ability to make formal negotiation offers and agree to those offers. Your goal in every Negotiation Simulation is to achieve the best possible outcome for your assigned role.

• You can make an offer at any time during the simulation. Just be sure to check off the box saying “Includes offer” along with your text response. You can also withdraw your most recent offer at any time.
• When you make a new offer, any offers you have made previously will be withdrawn automatically.
• If your partner accepts your offer, you will be asked to confirm that the offer you made is still acceptable. If you confirm, the negotiation will end with that offer as the result.
• Completely unreasonable offers (e.g., $0 or $500,000,000,000) may not process.

To complete the simulation and move on to the remainder of the module, you must come to an agreement with your partner: you can either agree to a set of terms (an offer), or you can agree that you are at an impasse (a walk-away situation). After the stated Negotiation Simulation deadline has passed, there is also the option to “Leave” the simulation, which is explained below. For instructions on how to end the face-to-face simulation in Module 3, please see the section titled “Specific Details on Each Negotiation Simulation.”

Agree on an Offer

• Regardless of who made the offer originally, both partners must agree to and confirm the final offer to end the negotiation. If you make an offer and your partner accepts it, please remember to confirm the offer so that both of you can move on in the module.

Walk Away

• If you and your partner cannot come to an agreement, then both partners must agree that you are at an impasse (known in our course as a “Walk Away” situation).
• Either partner can start the walk-away process by clicking the “Walk Away” button. This will send a message to the second partner, asking them if they agree to the walk-away. If the second partner agrees, the negotiation will end.
• If the second partner does not agree, the first partner will receive a message indicating that the second partner wishes to continue the negotiation.
• Either way – whether you choose to continue negotiating or not – the “Walk Away” option requires the cooperation of both partners. If you are the recipient of a “Walk Away” request, please respond promptly.

Leave the Negotiation

Before the stated Negotiation Simulation deadline has passed, the only way to move forward in the course is to complete the negotiation (either by coming to an agreement or by agreeing to a walk-away). After the deadline has passed, however, both you and your partner will have the option to use “Leave Negotiation.” The “Leave” feature is intended to be used when you are no longer able to continue negotiating for whatever reason, or if your partner is not being responsive and you need to move on in the module. Please remember that the only requirement to meet the simulation deadline is to introduce yourself to your partner, not to complete the negotiation itself.

• We recommend doing everything within your power to complete the negotiation. However, if your partner truly is not responsive or something comes up in your life that prohibits you from completing the simulation, then you should use the “Leave Negotiation” functionality so that you do not fall behind in the course.
• You can use the “Leave Negotiation” feature at any time after the deadline has passed. Unlike the “Walk Away” option, it does not require your partner to respond.
• While you will not be penalized for leaving the negotiation, you will need to complete an alternative Solo Experience in lieu of completing the negotiation, detailed below.

The Alternative Solo Negotiation Simulation Experience

The Solo Experience is an alternative experience to the live Negotiation Simulation. Beginning in June 18, 2025, the Solo Experience in Module 1 replaces the person-to-person negotiation with the HBS Online AI Negotiator. For Modules 2 through 4, the Solo Experience involves reading a negotiation transcript and responding to related questions.

• If you are the last person in the course to arrive at a simulation before the deadline and there are no partners available, you will complete the Solo Experience instead. Note that you will not be penalized for this, as you still reached the simulation by the deadline.
• If you or your partner use the “Leave Negotiation” feature, both you and your partner will be sent to the Solo Experience. As long as you introduce yourself to your partner prior to the simulation deadline, you will not be penalized for moving on to the Solo Experience.
• If you fail to reach the simulation and introduce yourself to your partner before the deadline, you will no longer be eligible for the Negotiation Mastery Certificate of Completion. You will, however, continue to have access to the course, and will be prompted to complete the Solo Experience for this simulation in order to continue to move through to the rest of the course materials at your own pace.

Please note that you must meet all simulation deadlines in order to be eligible for a Certificate of Completion.

Details on Each Module's Negotiation Simulation

In Module 1, you will use the chat tool, located within your HBS Online course, to conduct a single issue negotiation about the price of a parcel of land. Please remember that the contact information that you exchange with your partner is for scheduling purposes only.

Beginning in June 2025: At the end of Module 1, all participants will be assigned a 2nd attempt at the Bridport negotiation via the HBS Online AI Negotiator.

In Module 2, you will conduct a multi-issue simulation of an environmental clean-up contract. This negotiation is also completed with the chat tool.

This simulation involves understanding the time value of money. To aid you in your negotiation, we will provide you with a Microsoft Excel (or Google Sheets) download to help you calculate the value of any offer package.

In Module 3, after initiating your simulation with the chat tool, you will conduct your negotiation face-to-face in order to further explore the interpersonal dynamics of negotiating. We recommend that you use a video conferencing tool such as Zoom. If you are unable to negotiate face-to-face, the next best option is to negotiate via audio (e.g. over the phone). If all of these options fail, you may negotiate via the chat tool as you did with the earlier negotiations. Please note that you can also complete an unfinished face-to-face negotiation using the chat tool if scheduling additional face-to-face time proves impossible.

Although all your offers and conversations will happen off outside of the course’s chat tool, you will need to go back into the course to enter your final agreement via the chat tool once you have concluded the negotiation.

At the end of your negotiation, either you or your partner must type the contract you agreed upon into the chat tool text box (where you introduced yourself). The other participant will then need to go into the chat tool and accept that offer (just like in the previous simulations) and the partner who typed the offer will need to confirm the acceptance. After the offer has been submitted, accepted, and confirmed, both participants will be able to proceed in the module.

If the face-to-face negotiation ends in a walk-away situation, refer to the instructions for using the “Walk Away” option in the “Ending a Negotiation Simulation” section.

In Module 4, you will conduct your final negotiation with the chat tool regarding a job offer. This simulation is different than the previous three because there are no specified values for the issue options. Instead, you will be asked to assign your own values to various roles based on how important each issue is to you. For example, a package that is worth $100,000 to you might be worth $120,000 to someone else in your role.

HBS Online AI Negotiator FAQs

Thank you for your interest in the HBS Online AI Negotiator! We hope this page will answer some questions you may have around interacting with it. If you have a question that is not answered here, please contact us through our Support Portal.

Overview of the AI Negotiator (Module 1 Only)

Where can I find the AI Negotiator?

You will encounter AI Negotiator in our Course Platform as you progress through Module 1; AI Negotiator is not included in Modules 2-4.

Is it required to use AI Negotiator?

As with all other course elements such as videos, polls, and reflections, it is necessary to complete each AI Negotiator activity to advance through the material, and everyone will be required to attend the negotiation at the end of module one.

If you encounter technical difficulties that prevent you from advancing to the next activity, please visit our Support Portal promptly to alert us to the issue so that we can assist you in completing your coursework on time.

What is the purpose of negotiating with an AI agent in this course?

The AI negotiation is designed to give you a space to practice your negotiation skills. It helps you test strategies, analyze outcomes, and build confidence.

Do I need to attain any standard in order for my AI Negotiator activity to be considered complete?

You need to participate in the negotiation and either agree on a price or agree to end the negotiation for the negotiation to be complete. Once the negotiation ends, you will receive personalized feedback from the AI, and then you can move on to the next activity in the course.

Using the AI Negotiator Effectively

How do I use the AI Negotiator? Can I ask it questions?

You can think of the beta version of AI Negotiator as a negotiation partner that has been designed to help you sharpen your skills—much like working with a human partner would. You can ask it questions, but its primary role is to negotiate with you.

Can I view my chat history?

Yes, you can view your chat history by returning to the course page where you completed the activity you want to review.

Who sees my exchanges with AI Negotiator?

No other learners in your cohort will be able to view the conversation with the AI Negotiator. Both the responses you enter and any in-platform feedback you provide will be stored by HBS Online and may be used to improve the functionality of AI Negotiator for future cohorts of learners.

Do I have to give the AI my real name?

No, you don’t have to share your real name. You can use a pseudonym or simply let the AI know that you prefer not to provide a name. Sharing your name is optional and is only intended to make the simulation feel more personalized and realistic.

Can I use an external AI tool to help me negotiate?

No. Course policies require responses to be in your own words and using your own thinking. Your inputs into AI Negotiator should be considered equal to your other submitted responses, in that you should be thinking and writing responses yourself. Regarding the use of 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, Grammarly, or in generating 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 in full.

AI Behavior and Feedback

Will the AI respond the same way every time?  

Not necessarily. The AI may vary its responses based on how you negotiate, your tone, and your offers. This variability helps simulate more realistic negotiation dynamics.  

How does the AI make decisions during the negotiation, and what information is it using?  

The AI negotiator makes decisions based on a combination of predefined parameters and adaptive logic—it is not just following a static script. While it doesn’t have true autonomy, it is designed to respond realistically to your offers and behavior.  

What criteria is the AI using to evaluate me in the negotiation?   

The AI evaluates how effectively you use core negotiation skills. It looks at whether you made thoughtful offers, used a strategic pattern of concessions, and worked toward a realistic, mutually acceptable deal. It also considers your tone and approach—favoring negotiators who are fair, persuasive, flexible, and maintain a friendly but firm style.  

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 written feedback highlighting your strengths and suggestions for how to improve. This feedback is for your benefit and does not affect your standing in the course. 

AI Negotiator Technical Issues

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

Yes. While the HBS Online team has strived to develop an enjoyable and useful beta teaching element, please keep in mind that the tool is in beta version, and as such – and like many generative AI products today - could provide inaccurate information or misunderstand inputs. Please evaluate responses and interactions using your good human judgment and, if you have a question or concern about the accuracy of the response you’ve been provided, please use the survey at the end of the module to provide feedback.

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.