Negotiation Power SlidesWIN WIN WORKSHOP Mastering the Art of Principled Negotiation What is Negotiation? "Negotiation is a back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed." — Roger Fisher & William Ury Common Pitfalls Viewing the other party as an adversary Arguing over fixed positions Ignoring the relationship for the deal Positions vs. Interests Position What you say you want. The specific demand or solution you are stuck on. "I want a $10,000 raise." Interest Why you want it. The underlying needs, desires, concerns, or fears. "I need to feel valued and have financial security for my growing family." Focus on interests to unlock creative options. The Power Acronyms BATNA Best Alternative To a Negotiated Agreement Your "walk-away" option. The better your BATNA, the more power you have. If the deal is worse than your BATNA, walk. ZOPA Zone Of Possible Agreement The overlap between the buyer's maximum price and the seller's minimum price. If there's no overlap, there's no deal. Principled Negotiation People Separate the people from the problem. Interests Focus on interests, not positions. Options Generate a variety of possibilities for mutual gain. Criteria Insist that the result be based on some objective standard. The Prep Checklist What are my primary and secondary interests? What is my BATNA? (My walk-away point) What might the other party's interests be? What objective standards can we use?
Deal Maker Scenarios ActivityDEAL MAKER SCENARIOS Role-Play Activity Participant Name Date Activity Instructions Work in pairs. One person takes Role A, the other Role B. You have 10 minutes to prep your strategy using the interest-based model, followed by 15 minutes of negotiation. Aim for a Win-Win outcome. SCENARIO 1 The Freelance Project Role A: The Designer You are a senior graphic designer. A past client wants a rush logo design. Your standard rate is $3,000 for a 4-week turnaround. They want it in 1 week. Interest: High quality work. Interest: Avoiding burnout. Position: Minimum $5,000 for rush. Role B: The Startup Founder You have a major pitch in 8 days. Your current logo is terrible. Your total remaining branding budget for the quarter is $4,000. Interest: Pitch success. Interest: Future partnership. Position: Max $3,500. My Prep: Interests & Options My Prep: BATNA & Walk-away SCENARIO 2 The Shared Resource Role A: Marketing Manager You need the department's top data analyst for a 3-day deep dive into campaign performance. The campaign is currently losing money. Interest: ROI recovery. Interest: Strategic insight. Position: Analyst full-time Wed-Fri. Role B: Product Lead Your new app feature launches Friday. You need the analyst for final QA and tracking setup to ensure the launch is measurable. Interest: Smooth launch. Interest: Long-term data integrity. Position: Analyst full-time Thu-Fri. The ZOPA (Zone of Possible Agreement) Where could these two needs overlap? What creative schedules or splits could work? Final Outcome Notes Reflections & Lessons Learned © 2026 WIN WIN WORKSHOP NEGOTIATION MASTERCLASS SERIES
Negotiator Pocket GuideTHE NEGOTIATOR Essential Reference & Pocket Guide BATNA Best Alternative To a Negotiated Agreement The most advantageous course of action a party can take if negotiations fail and an agreement cannot be reached. ZOPA Zone Of Possible Agreement The range where two parties can find common ground. Every deal happens within this space of mutual overlap. INTERESTS The 'Why' Behind the 'What' The underlying needs, desires, concerns, and fears that motivate a negotiator to take a specific position. POWER PHRASES FOR COLLABORATION Q "Help me understand the thinking behind that..." Uncovers interests without being confrontational. Q "What if we were to look at it from this angle?" Reframes the problem to search for mutual gain. Q "My concern is X. How can we address that together?" Invites the other party to help solve your problems. Q "Is there a standard or precedent we can use?" Removes the "will" from the deal by using data. NEGOTIATION PREP CHECKLIST Identify your core interests (needs). Define your BATNA (plan B). Set your Target and Walk-Away prices. Research the other party's interests. Prepare objective criteria/data points. List 3 potential 'creative' options. Approach Goal The View on Others Soft Agreement at any cost Friends; change positions easily Hard Victory; win-lose Adversaries; hold your ground Principled Wise outcome; win-win Problem-solvers; side-by-side Always separate the person from the problem.
Negotiation Workshop Facilitator GuideTeacher Resource WIN WIN WORKSHOP A comprehensive facilitation guide for running a 90-minute workshop on principled negotiation for adult learners. Session Objectives Distinguish between positions (what) and interests (why). Identify personal and counterpart BATNA before entering a room. Apply "Principled Negotiation" pillars to resolve resource conflicts. Pacing Guide Introduction & The Orange Story 15 min Theory: BATNA, ZOPA, Pillars 20 min Scenario Prep (Solo) 10 min Role-Play Negotiation 25 min Debrief & Takeaways 20 min Opening: The Orange Story "Two people are fighting over an orange. They decide to cut it in half—a classic compromise. One person takes their half, eats the fruit, and throws away the peel. The other takes their half, throws away the fruit, and uses the peel for a cake." Teaching Point: Compromise (cutting in half) often leaves value on the table. If they had shared their interests, they both could have had 100% of what they needed. Debriefing the Role-Plays Scenario 1 (Freelance) Did they find the "Bonus" options? (e.g., Higher deposit for rush, removing minor features to meet budget, or referral credit for future work). Scenario 2 (Resource) Did they separate the person from the problem? Did they suggest a morning/afternoon split or sharing the analyst for a collaborative meeting? Handling "Hard" Negotiators Adult learners often ask: "What if the other person won't play win-win?" 01 Don't push back. When they push, don't push back. Refocus their position as an attack on the problem, not you. 02 Use the Power of Silence. After they make a hard demand, wait. Silence often prompts the other side to explain their interest. 03 Ask "What if...?" questions. Hypothetical questions aren't commitments and can lower defenses. FACILITATOR GUIDE VER. 1.04 • 2026
