Course Overview

Negotiation is a vital skill in nearly every professional context, from aligning internal priorities and managing stakeholder expectations, to navigating contracts, funding discussions, and cross-sector partnerships. Yet negotiations often stall or become adversarial when people focus on positions instead of underlying interests.

This highly interactive course introduces participants to interest-based negotiation, a proven framework developed by the Harvard Negotiation Project. Through applied exercises, case studies, and guided practice, participants will build the mindset and skillset needed to negotiate more confidently and effectively. They will learn how to communicate clearly, manage emotions, and reach agreements that are both fair and sustainable.

What You Will Learn

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

• Understand and apply the three core principles of interest-based negotiation
• Distinguish between positions and underlying interests
• Separate people from the problem to reduce conflict
• Apply BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement)
• Use objective criteria to guide and strengthen negotiations
• Prepare for negotiations using a structured approach and practical tools

Course Format

This course includes two live, 3-hour virtual sessions (or one day in-person). Each module is interactive and includes discussion, role-play, and real-world case examples. Participants who complete both modules will receive a certificate of completion.

Module Breakdown

Module 1: Core Concepts and Frameworks of Interest-Based Negotiation

The first module introduces the foundational principles of interest-based negotiation. Participants will learn how to identify and prioritize interests over positions, explore common negotiation pitfalls, and begin practicing core skills through real-world examples. Key concepts include separating people from the problem, identifying shared interests, and introducing BATNA and ZOPA. Participants will begin using a simple tool to prepare for upcoming negotiations.

Module 2: Applying Skills and Strategies in Practice

In the second module, participants will apply what they’ve learned through negotiation simulations and case studies. They will deepen their understanding of strategy options as a negotiator, explore how to use objective criteria, and learn practical ways to manage difficult conversations and emotions that arise during negotiations.  The session concludes with individual preparation of a real or anticipated negotiation and peer coaching to build confidence and refine strategy.

Who Should Attend

This course is ideal for:

• Professionals who negotiate contracts, budgets, timelines, or priorities
• Team leaders or managers who facilitate cross-functional or multi-stakeholder collaboration
• Individuals who want to resolve workplace differences more effectively
• Anyone seeking a structured, practical approach to building negotiation confidence

Prerequisites

No prior negotiation experience is required. All materials will be provided during the course.