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Interest-based Negotiating and Problem Solving

Intended Audience:  Any employee or manager who is required to influence, persuade, negotiate, and/or achieve consensus with other individuals, diverse stakeholders and parties.
Applicable where individual needs to achieve agreement and consensus among differing perspectives and needs in order to accomplish organizational objectives.
Relevant for negotiating with both internal and external constituents.

Duration: Two Days

Methodology for Delivery: Highly interactive and experiential using a variety of cases, exercises, role plays, small problem solving groups, dialogue and practice. Flip charts, brief video, small table groups. Based on adult learning principles

Learning Goals and Objectives:

  • Learn a variety of tools, as well as a 6-step model to more effectively negotiate with and influence others;
  • Obtain a framework for gaining consensus and commitment;
  • Gain insight into one’s own negotiating and influencing style, as well as how to deal with typical approaches of others;
  • Learn a better way to start negotiations to better impact other parties and stakeholders
  • Learn how to negotiate solutions when multiple parties or interests are involved
  • Learn strategies for overcoming resistance to new initiatives and goals;
  • Learn how to prevent the escalation of conflict during negotiations;
  • Apply skills to real workplace influencing and negotiating challenges

Expected Results: 

  • Enhanced knowledge of key elements contributing to influencing and negotiating effectiveness
  • Improved skill in negotiating contentious issues using a 6-step negotiating model
  • Insight into one’s preferred influencing approach, including how to flex one’s style appropriately to achieve required outcomes
  • Practice in using a collaborative (win-win) approach to achieving desired outcomes for multiple stakeholder negotiations
  • Techniques in moving parties from resistance to commitment
  • Increased awareness of one’s impact on others and confidence in new ways to influence and negotiate with others
  • Practice in working with actual workplace negotiating challenges

Draft Agenda:


8:30 – 9:15   Course Overview
Participant Needs and Learning Expectations.
Traditional versus Collaborative Approaches to Negotiating

9:15 – 10:15 Exercise – Negotiating “Rights”
Using Power/Rights/Interests
How and when to use Power
Introduction to 6 Step Interest-based Negotiating Model

10:15 – 10:30 Break

10:30 – noon Steps 1-3 of Model: Working the “Bubble”
Clarify Facts and Standards (of fairness)
Identify Common Interests
Frame a Joint Problem Statement
Debrief and applications to Workplace


12:00 – 1:00 Lunch

1:00 – 2:30 Key Influencing and Negotiating Skills for Steps 1-3: Level III Listening, Framing, Reframing
Exercise and applications

2:30 – 2:45 Break

2:45 – 4:15 Negotiating Role Play – “Mistaken Identity”
Mini-group debrief
Key learning from day one

4:15 – 4:30 Preparation for day two of program


8:30 – 10:15 Steps 4-6 of Negotiating Model:
Creative problem solving; convergence to model solutions
Getting consensus and agreement
Role Play – Penguin and Linx case, Preparation, part one

10:15 – 10:30 Break

10:30 – noon Role Play – Penguin and Linx case, negotiations, part two
Dealing with difficult negotiating styles
Ways to keep negotiations on track


12:00 – 1:00 Lunch

1:00 – 2:30 4 box Strategic Influencing Model
Small group application using real workplace issues
Class presentations

2:30 – 2:45 Break

2:30 – 4:00 Final Negotiations – public sector simulation
Key learnings and applications
Action Planning: Stop/Start/Continue

4:00 Course ends