negotiation strategies and tactics

Key Features

Instructor-led training

Facilitator guide

Participant guide

Team activities

Case studies

Role plays

Target Audience

Fire fighter union leaders

U.S. & Canada

My Responsibilities

Instructional design



Project Overview

The purpose of this training is to provide negotiation skills to fire fighters who are leaders in their unions. This is a six-hour instructor-led training that is delivered by fire fighters to fire fighters at their annual convention.


For this project, I was responsible for the instructional design, writing the facilitator and participant guides, and conducting the train-the-trainer sessions.

Instructor-led Training Design

This training consisted of key topics for improving union negotiating skills, including:

  • Negotiating committees

  • Proposals

  • Management objections and tactics

  • Signaling

  • Making counter offers

Each topic included a team activity to practice the skill. At the end of the training, the learners participated in a mock negotiation session.

I created very detailed facilitator and participant guides consisting of 75 pages each, plus a detailed appendix with additional information.


After developing the training, I met with the instructors (i.e., fire fighters) to conduct a train-the-trainer. During the train-the-trainer session, the instructors took turns practicing the activities, and I provided them with feedback. The instructors also provided me with feedback on which activities they felt worked well and which ones needed adjustments. After the session, I edited the training accordingly so it would be ready for the convention.

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natalie sikes

Chicago, IL 60605

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Redefining the Learning Experience