Frontline Associates

Course description

This module introduces the Iceberg Framework and the Common Shared Space as tools for understanding difficult negotiation positions and identifying possible convergence. Participants learn to distinguish visible positions from the reasoning, motives and values that may support them. The module progresses from conceptual explanations to practical methods for constructing the counterpart’s Iceberg and the Iceberg of one’s own organization. Participants then compare the two Icebergs to identify potentially shared values, overlapping reasoning, remaining divergence and possible shared positions. The Stagecoach labour dispute provides a guided case exercise through which participants apply the framework to an adversarial commercial negotiation. They then transfer the method to the Omega case, preparing a meeting between Health for All and the Ministry of Health. Supported by the FATC Negotiation Assistant, participants develop and test their own analysis through a guided professional conversation. By the end of the module, they will be able to prepare a potential Common Shared Space while recognizing that it must ultimately be co-owned with the counterpart.