Trainings

Negotiation happens everywhere: in client meetings, project discussions, supplier contracts, performance reviews, and daily team interactions. Yet many professionals still find it stressful, confrontational, or confusing.

The Principle-Based Negotiation uses the Harvard Negotiation Model to move beyond haggling over positions. Instead of "who wins and who loses," it focuses on understanding interests, generating options, using objective criteria, and building agreements that are both effective and fair.

This 2-hour online workshop is for professionals who want to negotiate with more confidence, clarity, and integrity. Through short inputs, guided reflection, and a hands-on negotiation simulation, participants will learn to apply the 7 Elements of the Harvard Negotiation Model to real workplace situations.

Learning Objectives

By the end of this workshop, participants will be able to:

1. Explain the core principles of the Harvard "principled negotiation" approach and how it differs from positional bargaining.

2. Distinguish between positions and underlying interests in common workplace negotiations.

3. Use the 7 Elements of the Harvard Negotiation Model as a practical checklist before, during, and after a negotiation.

4. Explore interests, generate options, and refer to objective criteria to reach fair and sustainable agreements.

5. Recognize the importance of alternatives (BATNA), clear commitments, effective communication, and relationship-building.

6. Plan how to use at least three of the seven elements in an upcoming real-life negotiation at work.

Expected Outcomes

After the session, participants will:

• Have a simple, memorable mental map of the 7 elements:

• Feel more confident and prepared when entering negotiations with clients, suppliers, managers, or colleagues.

Principle-Based Negotiation 2

• Be able to analyze a negotiation scenario using the 7 elements and see what is missing or underused.

• Walk away with practical prompts they can use immediately, e.g. "What are their real interests?"

• Strengthen their ability to balance results with relationships, improving both the deal and long-term trust.

2-Hour Workshop Agenda

0:00–0:10 – Welcome & Framing: Negotiation in Everyday Work

0:10–0:25 – Big Picture: From Positional Bargaining to Principled Negotiation

0:25–0:55 – The 7 Elements of the Harvard Negotiation Model

0:55–1:05 – Short Break

1:05–1:35 – Main Activity: Negotiation Simulation (Role-Play)

1:35–1:55 – Debrief & Integration

1:55–2:00 – Closing & Next Steps