What is it?

This practical workshop introduces your team to the core principles of effective negotiation, helping each member communicate clearly, manage conflict constructively, and reach better agreements that strengthen trust and collaboration.

Why is it useful?

This workshop helps your team improve how they negotiate—so they can reach better outcomes without damaging trust or relationships.

Objectives

• Understand the five core principles of effective, relationship-friendly negotiation.
• Recognise the difference between positions and interests in team conversations.
• Practise using negotiation skills to handle disagreements constructively.
• Reflect on their own negotiation style and identify ways to improve.
• Agree on simple team habits to support better negotiation and decision-making.

Resources Required

• Time: 2 hours
• Number of People: 4-20
• Flipchart or whiteboard
• Markers
• Post-it notes
• Timer
• Handout with the 5 key insights from Getting to Yes

Process

Welcome & Setup (10 minutes)

1. Our goal: “Today is about learning how to negotiate and solve problems without harming relationships.”
2. Why this matters for teams: better collaboration, less tension, more effective decisions.
3. Introduction of “Getting to Yes” and its influence on this session.

Key Insights Overview (15 minutes)

1. The 5 principles:
   • Focus on interests, not positions
   • Separate people from the problem
   • Invent options for mutual gain
   • Use objective criteria
   • Know your BATNA (Best Alternative to a Negotiated Agreement)
2. Pick a simple team-related example. Answer:
   • “Which of these principles do we already use?”
   • “Which one do we tend to forget or skip?”

Conflict Case Practice – small groups (25 minutes)

In small groups (2–4 people):

1. Choose a real (non-sensitive) disagreement or decision the team has faced.
2. Work through it using the 5 principles:
   • What were the positions?
   • What were the interests?
   • What objective criteria could have helped?
   • What mutual gains could have been explored?
3. Each group shares a 2-minute summary of what they learned.

Personal Reflection – Your BATNA (10 minutes)

1. Reflect silently:
   • Think of a recent disagreement or moment of tension.
   • What was your BATNA (your fallback)?
   • What would a stronger BATNA have looked like?
2. Jot down notes privately (no sharing required).

Roleplay Skill Practice (25 minutes)

1. In pairs or trios:
   • Choose or assign a fictional or team-relevant conflict scenario.
   • Roleplay both sides of the conversation.
2. The goal:
   • Identify interests (not just positions)
   • Stay calm and respectful
   • Explore joint options
   • Switch roles if time allows.
3. Debrief together:
   • “What helped keep the conversation constructive?”
   • “What felt difficult?”
   • “What would you try in a real negotiation?”

Team Application – Negotiation Ground Rules (20 minutes)

1. Discuss together:
   • “What could we do as a team to make negotiations more respectful and effective?”
   • “What behaviours or habits would help us apply what we’ve learned?”
   • Write down 3–5 team agreements or ground rules.
2. Examples:
   • “Always ask about interests before debating positions”
   • “Pause to clarify when tensions rise”
   • “Use fair standards when evaluating options”
3. Collate to create a whole team agreement.

Close and Commit (15 minutes)

1. Reflect on: “What’s one thing I’ll do differently in my next negotiation or disagreement?”
2. Share with a partner or the group.
3. Final message: “Good negotiation isn’t about winning—it’s about solving problems without damaging relationships.”