‘Negotiation’ conjures images of hostile parties pounding on tables in sterile boardrooms, thanks to dramatized entertainment and advertising. In reality, negotiation is more commonplace — communication between two or more people, each with their own needs and interests, aimed at reaching agreement.

We negotiate constantly at work — with colleagues, clients, subordinates and bosses about everything from deadlines to promotions to where to go for lunch. Yet in even the lowest stakes negotiations, we are consciously or unconsciously negotiating power, norms and relationships as we discuss the issue(s) at hand. This can be a blessing or curse for workplace inclusivity, depending on the predominant negotiation approaches and skills used.

This workshop will introduce participants to the competition-cooperation spectrum of negotiations, explaining why different approaches suit particular contexts. We will focus on the “what” and “how” of collaborative negotiation, which is proven to yield not only the best results over time in repeat-player negotiations like the workplace, but also to foster greater trust, rapport and inclusivity.