Internal Negotiation: How to Set Up For Success

By — on / Teaching Negotiation

U.S. Federal Agency Personnel Negotiate Inter-Agency Issues to Better Collaborate with Host Government Officials and Combat HIV/AIDS

Most negotiations between companies, organizations, or governments are broken down into internal negotiation and external negotiation. Internal negotiation occurs between members of the same company, organization, or government in preparation for negotiations with an external entity. There is a direct correlation between success in internal negotiation and success in external negotiation. Internal negotiation becomes more complex, and more critical, the larger the organization is. This is especially true in the United States Federal Government. U.S. federal agencies must engage agency stakeholders and inter-agency counterparts in internal negotiation before negotiating with other governments.

To better understand the internal negotiation dynamic in U.S. federal agencies, the Teaching Negotiation Resource Center (TNRC) offers a negotiation training module of two separate two-person, non-scorable negotiation simulations focused on efforts to combat HIV/AIDS: Negotiating with the Ministry of Health.

Negotiating with the Ministry of Health

The first simulation is Negotiating with Another Federal Agency and is between a Center for Disease Control (CDC) Technical Co-Chair and a U.S. Agency for International Development (USAID) Technical Co-Chair.  The second is Negotiating with the Ministry of Health and is between a CDC Technical Co-Chair and the Minister of Health in Sabada, the host country. The CDC and USAID are working with Sabada’s Ministry of Health to address the country’s significant HIV/AIDS challenge. Parties must come to agreement about:

1) how the prevention and treatment funds will be shared between the two agencies

2) how to allocate $55 million among four HIV/AIDS relief programs in a limited timeframe.

The simulations are designed to be played sequentially. Each simulation requires two people and two hours to complete. Major lessons include:

  • negotiation preparation is an organizational task, not just an individual one,
  • internal negotiation impacts external negotiation,
  • cross-cultural and political perspectives on public health initiatives can impact positions based on quantitative assessments.

Download a Teachers Package for this dynamic negotiation training module today.


Take your training to the next level with the TNRC

The Teaching Negotiation Resource Center offers a wide range of effective teaching materials, including

TNRC negotiation exercises and teaching materials are designed for educational purposes. They are used in college classroom settings or corporate training settings; used by mediators and facilitators seeking to introduce their clients to a process or issue; and used by individuals who want to enhance their negotiation skills and knowledge.

Negotiation exercises and role-play simulations introduce participants to new negotiation and dispute resolution tools, techniques and strategies. Our videos, books, case studies, and periodicals are also a helpful way of introducing students to key concepts while addressing the theory and practice of negotiation.

Check out all that the TNRC has in store >>

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