Towards Interest-Based Negotiating

This course provides materials for analyses of positional and interest-based versions of negotiation scenarios in professional and academic legal settings, an NGO context, and a project design resource negotiation:

  • The Star Associate Squeeze
  • The Design Print Squeeze
  • The Capstone Paper Crunch
  • NGO Resource Allocation Scenario
These include sample briefs, as well as two versions (one positional bargaining, one mutual-gains oriented) with captioned audio and video samples for analysis of effects, approaches, different mindsets, actual behaviours (questioning and active listening), and comparative outcomes. These will illustrate the benefits of the mutual gains approach and create clear awareness of the key language and behaviours. Participants will recognize moments of breakthrough where zero-sum fights become win-win-trades.

A addition set of 6 negotiations scenarios for students allows them to practice avoiding positions from the start in their roleplay and make full use of the curiosity stage in negotiation roleplay. The insight and experience gained will foster appropriate design and avoid common issues in unproductive negotiation preparation and behaviour. 

Each roleplay scenarios will offer 20-minute practice, with shared and confidential rolecards, sample agendas, tutor pack for setting up classroom or online practice, debrief questions, and additional guidance on .