Achieving win-win negotiation goal using the iceberg model

Achieving win-win negotiation goals using the iceberg model

Negotiating is something we need to do every day whether we like it or not.

The truth is that we negotiate all the time. It doesn’t have to involve contracts or business deals. Creating a win-win situation with your internal and external customers is crucial and beneficial in the long run. Through this segment, your team will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating. You will also be imparted with the skills on managing conflicting situations during negotiation.

This segment is designed to give your team a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. The team will learn that an atmosphere of respect is essential, as uneven negotiations could lead to problems in the future.

Learning outcome


Discovering our bad habits during the negotiation process


Planning the parameters of Win-Win


Determining the BATNA, WATNA and ZOPA


Understanding your stakeholders psyche through the Iceberg Model


Mastering your emotions during negotiations

Training content

Module 1: Discovering Bad Habits

Through a fun and humorous role play, the participants will discover their bad habits when negotiating with the coach.

Module 2: Parameters of Win-WIn

The participants will play a specially curated game to learn the importance of presetting the parameters of Win-Win outcomes.


The coach will demonstrate how to determine the BATNA, WATNA and ZOPA of a negotiation scenario and apply to specific case studies.

Module 4: Iceberg Model

Participants will go into breakout rooms to discuss how the Iceberg Model affects the psyche of their stakeholders.

Module 5: Mastering Emotions

The group will learn and practise how to master their emotions during difficult negotiations through real-time coaching.

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