Featuring Simon Horton | Digital Rapport Podcast
Negotiation: For many, the word sparks images of high-stakes arguments, take-it-or-leave-it ultimatums, or hardball tactics pulled from movies and TV shows. But according to negotiation expert Simon Horton, that traditional view isn’t just outdated—it’s dangerous.
In this episode of the Digital Rapport Podcast, we explore why most people have the wrong approach to negotiation, how it’s hurting their outcomes, and what to do instead. Simon, a globally respected negotiation trainer and author of The End of Conflict and The Leader’s Guide to Negotiation, shares his science-backed, human-centered approach to getting better results while improving relationships
What You’ll Learn in This Episode:
- The #1 mistake people make in negotiation—and where it comes from
- The IVB³ Formula: A simple but powerful framework for win-win results
- Why BATNA (Best Alternative to a Negotiated Agreement) is your secret weapon
- How to deal with people who “won’t budge” or play zero-sum games
- What rapport really means—and the neuroscience behind it
- How AI is already being used to resolve wars, policy debates, and public disagreements
- The difference between platforms optimized for outrage vs. those optimized for agreement
- A hopeful vision for the future where AI helps humanity reduce conflict at every level
From Conflict by Default → To Resolution by Design
Simon explains that many of us are taught to approach negotiation from a place of fear, control, or ego. But that mindset keeps us stuck in conflict loops—at work, at home, and even on a global scale.
Using the IVB³ model (Interests, Variables, BATNA—applied to You, Them, and Other Stakeholders), Simon offers a structured, strategic way to move beyond deadlock and into dialogue. Whether you’re negotiating a business deal, a divorce settlement, or just trying to get your kids to do homework, this method is universally applicable.
The Role of AI in Ending Conflict
One of the most fascinating parts of the conversation is Simon’s vision for how artificial intelligence is already transforming how humans resolve disputes. From post-war peace polling in Libya to local policy debates in city councils, AI platforms like Remesh are helping groups find agreement—not by making decisions for them, but by facilitating smarter, fairer discussions.
Simon makes the case that:
- AI can model best practice in conflict resolution
- AI doesn’t have emotional ego triggers, which helps guide discussions neutrally
- We may learn from debiased AI—and become more collaborative ourselves
About Simon Horton
Simon has worked with organizations like Goldman Sachs, the British Army, and the Qatar sovereign wealth fund, training everyone from top-level executives to hostage negotiators. His latest book, The End of Conflict: How AI Will End War and Help Us Get on Better, explores how cutting-edge technology can help humanity resolve conflict at scale.
Get the book at www.theendofconflict.ai — and try negotiating your own discount!
If you’ve ever felt stuck in a negotiation—or feared one—this episode will give you a fresh, empowering perspective. It’s time to stop seeing negotiation as a fight and start seeing it as a design challenge—one where both sides can win.
From Conflict by Default → To Resolution by Design
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