WHEN GOOD NEGOTIATORS CLOSE THE DEAL — READING PEOPLE, POWER, AND MACHINES
A Full-Day Masterclass on What Really Drives Success (and Failure) at the Table with Giuseppe De Palo, Mediator & Arbitrator, JAMS (New York)
Book for the MII Annual Conference and get a discount on the fee for our associated event. Organised by the Mediators’ Institute of Ireland in collaboration with Giuseppe De Palo, Mediator & Arbitrator, JAMS (New York)
Thursday, 8 October 2026 10:00 AM – 3:45 PM Crowne Plaza Airport Hotel, Santry Demense, Dublin 9, Ireland
Tea, coffee and lunch included. Places are strictly limited to 28 participants. First come, first served.
ABOUT THIS PROGRAMME
You have done your preparation. You know the file inside out. You have a strong position. And yet the deal slips away — or the dispute escalates when it didn’t need to. This masterclass is about what happens in that gap.
The day moves through three lenses on that gap. It starts with the person — the psychology of trust, culture, and read that shapes every negotiation before a word is exchanged. It moves to power — through a live mock case that pits two negotiators against the same impossible situation, showing exactly where leverage is lost and where it can still be found. And it closes with the machine — how AI and automated counterparts are changing what negotiation even is, and what that means for anyone who still has to sit across the table, real or virtual.
Designed for anyone who negotiates — whether you are closing contracts, resolving disputes, managing relationships across borders, or navigating difficult conversations inside organisations — this is a practice-driven, hands-on day that goes beyond theory. You do not need to be a lawyer. What you need is a desire to negotiate better.
Participants will work through live scenarios alongside faculty who have negotiated under genuine pressure — from international commercial disputes to high-stakes cross-border transactions. The format is interactive throughout: expect to be challenged, to observe, and to leave with tools you can use immediately.
WHO SHOULD ATTEND
This programme is designed for anyone who negotiates — contracts, disputes, or both — regardless of professional background. You do not need to be a lawyer to benefit, and the programme is equally relevant whether you work in business, public service, financial services, healthcare, construction, or any sector where agreements need to be reached and conflicts need to be resolved.
PROGRAMME
Part I — The Human Architecture of Negotiation 10:00 – 11:15 AM
Why smart, well-prepared people still lose at the table. This opening session examines the psychology behind negotiation outcomes: how trust is built or destroyed in the first exchanges, why culture shapes everything from risk appetite to silence, and how the best negotiators read the room before they say a word. Includes a live fishbowl exercise.
Coffee and tea break: 11:15 – 11:30 AM
Part II — Power: Negotiating Under Pressure 11:30 AM – 12:45 PM
When leverage is stacked entirely against you, what actually keeps you at the table — and alive in it? This session is built around a live mock case: two contrasting versions of the same high-stakes scenario, played out in full, showing exactly where one negotiator collapses and another survives using the same starting position. Participants dissect both in real time, extracting concrete technique — radical honesty, the accusation audit, calibrated questions, and the influence principles of consistency, scarcity, and authority — that quietly move outcomes when direct power sits entirely with the other side.
Lunch: 12:45 – 2:00 PM
Part III — Technology: Negotiating with Machines 2:00 – 3:15 PM
Negotiation is no longer only human-to-human. This session looks at how interacting with machines — AI-assisted counterparts, automated deal-matching, algorithmic pricing, negotiation agents — is fundamentally changing how deals get made and disputes get resolved. What changes when your counterpart isn’t a person, or when your own preparation is shaped by a machine before you ever sit down? Includes live contributions from two guest speakers joining online from the field.
Closing Q&A — Open Floor 3:15 – 3:45 PM
All faculty. Structured audience participation. Bring your hardest cases.
FACULTY
Giuseppe De Palo is a JAMS mediator in New York and President of the Dialogue Through Conflict Foundation. An internationally recognised figure in mediation and negotiation, he has worked extensively across institutional and cross-border contexts, designing and leading training programmes worldwide. Alongside his practical experience in complex commercial dispute resolution settings, he is also a prolific author, bringing a distinctive blend of rigorous thought leadership and hands-on expertise that sets his approach apart.
REGISTRATION AND FEES
Places are capped at 28. Registration is on a first come, first served basis.
Standard Fees MII Members: €450 Non-Members: €550
Special Conference Rate
For MII members who have purchased a 2026 MII Annual Conference ticket: €300
Non-Members who have purchased a 2026 MII Annual Conference ticket: €400
All fees include tea, coffee, and a working lunch. Your place is confirmed upon receipt of payment.
BUY CONFERENCE TICKET HERE