Negotiation as Narrative: Lessons from the Negotiation Challenge

Abstract

As a student, I have been exploring negotiation through both coursework and practical experience, including representing the Negotiation Project Twente  (NPT) at international events such as The Negotiation Challenge (TNC). This reflection focuses on what I’ve learned about preparation, empathy, and strategy in negotiation. I realized that preparation isn’t just about building your own arguments, it’s about understanding your partner’s perspective and creating a shared narrative. Drawing on both experience and books like Getting to Yes by William Ury, Never Split the Difference by Chris Voss, and The 103 Elements of Negotiation by Keld Jensen, I discuss how empathy and preparation shape outcomes. The experience taught me that influence comes from understanding, not overpowering, and that knowing your position fully requires seeing it from the other side. These insights have changed how I approach negotiation and how I think about long-term collaboration versus short-term wins