Dubai Campus Open House

The Psychology of Influence in Negotiation

Negotiation is everywhere, from leading teams and managing clients to shaping strategy and advancing your career. Yet research shows that the outcomes we achieve are influenced as much by how we think and behave as by logic.

In this highly interactive 50-minute masterclass, you’ll experience how subtle shifts in language, framing, and influence can change negotiation outcomes. Through interactive activities and mini simulations, you'll learn what really influences people, be it in a price negotiation or amongst your peers. 

This session offers a taster of Hult’s Executive Education approach: blending research with practice, and ensuring you leave with insights you can immediately apply to your work and leadership.

Learning Outcomes:

• Recognize how different biases influence negotiation outcomes
• Experience the different ways in which we make decisions
• Understand what our primary conflict/negotiation style is. 
• Explore 2–3 practical influence tactics you can apply in everyday work

Irfaan is a behavioral scientist with nearly 20 years of experience applying behavioral science to organizational change, customer experience, and inclusive leadership. He leads Develop Minds and Behaviour Labs, blending psychology, neuroscience, and behavioral science to drive culture change and organisational growth. Irfaan has worked with companies like Mondelez and Three Mobile UK, enhancing inclusion and wellbeing. He contributed to "The Key to Inclusion" and holds certifications in Behavioral Science, Psychological Safety, and Cultural Intelligence.