Finding Negotiation Common Ground

Connect learning to your work

A practical place
to begin.

Look for the need behind the position

A negotiation can stall when each side repeats a preferred outcome without explaining why it matters. This Skill Lab explores questions that reveal the interests behind a request and help identify a possible exchange. It applies to everyday professional agreements as well as commercial conversations within your authority.

Imagine an illustrative disagreement about when a shared resource will be available. One team asks for exclusive access; another asks for an earlier handoff. Explore the deadlines and dependencies behind those positions. A different sequence may address the underlying needs more effectively than splitting the available time without understanding its purpose.

Make a possible exchange explicit

Develop an option that acknowledges both sides' priorities and explain which assumptions must be confirmed. Identify the limit of your authority before suggesting a commitment. Summarize the terms in plain language so the other person can correct any misunderstanding. If no workable agreement emerges, clarify the next decision process. The exercise encourages preparation and curiosity; it does not require accepting an unsuitable arrangement or assuming that every difference can be resolved through a compromise.

Topics to explore

Your learning focus.

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Who it’s for.

Professionals negotiating responsibilities, resources or commercial terms

Bring a workplace situation you want to approach differently. We can discuss your experience, priorities and the support that would be useful before agreeing on delivery.

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