Teaching Case - Priya Iman

How to Self-Advocate for Work and Life Goals: A Strategic Preparation Workbook


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  • Product Description

    The Strategic Preparation Workbook guides students in preparing for a work or life negotiation so that they are more likely to succeed in negotiations. The Workbook outlines a four-part process in preparing for a negotiation and finishes with action planning. The instructor can either teach the Workbook using a case example or by having students fill out the Workbook with their own negotiation examples. Brief videos (- 3 minutes) linked throughout the Workbook provide detailed descriptions of each step in the process and examples of real-life negotiations. 

    Learning Objective:
    The purpose of this workbook is to support students' application of negotiation training to their own work and life negotiations. The Workbook is separated into five sections, each with their own learning objective:

    • Section I: Start with Your Goals guides participants to align their negotiation objectives with longer-term aspirations.
    • Section II: Understand What You're Negotiating for helps participants take on their negotiating counterparts' perspectives and consider how they might enhance their persuasiveness of their proposal.
    • Section III: Reduce Ambiguity about What, How, and with Whom to Negotiate illuminates gaps in participants' negotiation preparation (i.e., what is negotiation, when to negotiate, who are the parties) and helps students brainstorm how to get information and advice to fill those gaps in their preparation.
    • Section IV: Enhance Your Negotiation through Relationships and Your Relationships through Negotiation encourages participants to consider who could give them information, advice, social support, or advocacy to enhance their negotiation outcomes, as well as how to strengthen relationships by seeking mutually beneficial outcomes with their negotiation counterparts.
    • Section V: Develop an Action Plan prompts participants to maintain momentum in their negotiation preparation or process by developing a specific and realistic set of steps they can take, including a plan to hold themselves accountable.


  • Other Details

    Publication Date: October 5, 2021
    HKS Case Number: 2230.0
    Case Authors: Hannah Riley Bowles
    Faculty Lead: Hannah Riley Bowles
    Pages (incl. exhibits): 10
    Setting: United States
    Language: English
    Funding Sources: The Carol Hamilton Fund and The Hauser Institute for Civil Society
    _year: 2021-2022
    _pages: 1-15
    _geography: US & Canada
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