Negotiate wise agreements without giving in.   The Benelux unit of a billion-dollar global consulting firm wanted its consultants and support staff to learn to negotiate on principles rather than bargain over positions. It was hoped that this would improve their ability to arrive at mutually acceptable agreements without giving in. Words in Action developed a one-day session in negotiating techniques in which included lessons on: Separating the people from the problem Focusing on interests, not positions Developing options that are acceptable to both sides Negotiating successfully with people who seem more powerful, refuse to play by the rules, or resort to dirty tricks The training allowed participants to practice what they learned in a series of role plays.