by Lorraine Ukens

When it comes to negotiating, being “nice” doesn't have to mean losing - or being the only one to benefit, either. In a world where we've been trained and rewarded to compete and win, the Negotiating Win-Win Solutions programme attempts to reverse the win-lose perspective and provide a problem-solving approach to negotiation that helps each person involved in the negotiation to walk away feeling like a winner.

Negotiating Win-Win Solutions gives participants a framework for conducting collaborative negotiations. Using an interactive format that includes an assessment, a hands-on game, and small group activities, participants learn about negotiating styles and practice a 5-step “win-win” formula to achieve the best outcomes.

Learning Outcomes

  • Pinpoint one’s typical negotiating style
  • Understand the 5 negotiating styles
  • Learn 5 factors to consider when preparing for any negotiation
  • Develop the essential interpersonal skills to use for collaborative negotiating
  • Apply the skills of collaborative negotiating to real-life situations


Negotiating Win-Win Solutions is based on a collaborative model of negotiating. The workshop shows the influences of relevant literature on negotiating practices, including Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury.

How It Works

The programme gives participants a well-rounded learning experience, balancing facilitator instruction with group interaction and private reflection. Through a combination of HRDQ tools including an assessment, a hands-on game, and small group activities, participants gain insight and practice collaborative negotiating skills. The session culminates with action planning - helping participants to apply the learning to actual work-related situations.

Uses for Programme

Negotiating Win-Win Solutions is appropriate for individuals at all levels who are involved in typical negotiations. 

The programme’s flexible training design allows facilitators to present Negotiating Win-Win Solutions in one day or 2 half-days, or combine the program with other training sessions to create an expanded learning experience. 

What to Order/Product Contents

To get started, order one Facilitator Kit per trainer and one Participant Guide per participant. Each kit contains a comprehensive Facilitator Guide, plus enough reusable facilitator support materials to train up to 25 participants at one time. Participant Guides are sold separately. For larger groups, order additional Participant Guides and facilitator support materials.

Facilitator Kit includes:

  • Facilitator Guide
  • Game
  • Reusable facilitator support materials to train up to 25 participants at one time
  • Tote Bag

Facilitator Guide includes:

  • Administrative guidelines
  • Theoretical background
  • Assessment
  • Activities
  • Description of The Collaborative Negotiating Process model
  • Experiential learning/training methodology
  • Training design options
  • Blank training outline
  • Participant Guide content (incorporated into Facilitator Guide)
  • CD-ROM containing Microsoft® PowerPoint® presentation and reproducible masters, including a Certificate of Achievement, Training Evaluation, and overhead transparency masters

Participant Guide includes:

  • Assessment
  • Pressure-sensitive response form
  • Interpretation of assessment results
  • Game scenario description and discussion questions
  • Description of the Collaborative Negotiation Process model
  • Self-reflection questions and skill practice activities
  • Action planning