How Ukraine's New Expanded Team Approach Could Change Peace Talks

President Volodymyr Zelensky's recent formation of a "permanent expanded national negotiation group" marks a significant shift in Ukraine's approach to peace talks with Russia. This strategic move offers valuable insights for negotiators in any arena, from international diplomacy to corporate deal-making.

Strategic Expansion of the Negotiation Team

The decision to form an expanded negotiation team comes after meetings in Turkey on May 15-16, which resulted in a preliminary agreement on a prisoner exchange in a "1000 for 1000" format. While representing a small step forward, this outcome demonstrates the potential value of restructuring Ukraine's negotiation approach.

By expanding the team, Ukraine gains several strategic advantages:

1. Diversified expertise: A broader team allows for specialized knowledge across military, diplomatic, economic, and humanitarian dimensions
2. Enhanced preparation capacity: More resources dedicated to research, scenario planning, and strategy development
3. Improved stakeholder representation: The expanded format ensures that various domestic interests are represented at the table
4. Negotiation endurance: A larger team can sustain longer, more intense negotiation sessions without fatigue

Managing Tension as a Negotiation Tool

Ukraine's approach illustrates a core RED BEAR negotiation principle: effective management of tension. Zelensky has been explicit about "the necessity of pressuring Russia in order to stop the war" while simultaneously demonstrating openness to dialogue.

This dual approach mirrors what we teach business negotiators:

• Create leverage through strategic pressure points
• Maintain openness to constructive dialogue
• Prepare clear, specific proposals (like Ukraine's 30-day ceasefire suggestion)
• Remain willing to meet directly with decision-makers

Cross-Functional Alignment

The expanded team includes representatives from various Ukrainian government entities, including the Presidential Office, Ministry of Defense, and Ministry of Foreign Affairs. This cross-functional approach ensures internal alignment—another critical negotiation principle.

In business settings, we consistently see that negotiations fail not because of external factors, but due to internal misalignment. Ukraine's model demonstrates how to bring diverse stakeholders together under a unified strategy while still benefiting from their varied perspectives.

Setting Clear Parameters

Ukraine has established clear parameters for negotiations, including:

• Insistence on a full and unconditional ceasefire
• A specific timeframe (30 days) that can be extended
• Readiness for leader-level meetings to address key issues
• Rejection of threats from the Russian side

These parameters create a framework for substantive discussions while maintaining position strength—a balance that effective business negotiators also must strike.

The Role of International Partners

Zelensky's announcement emphasized ongoing coordination with international partners, including the U.S., France, UK, Germany, Italy, Poland, and Turkey. This coalition-building approach creates additional leverage and resources.

In corporate negotiations, this parallels the strategy of building stakeholder support and aligning with partners who can strengthen your position before and during critical discussions.

Lessons for Business Negotiators

Ukraine's expanded negotiation approach offers several transferable lessons:

1. Structure matters: How you organize your negotiation team significantly impacts outcomes
2. Pressure and openness can coexist: Effective negotiators maintain both leverage and dialogue
3. Clear parameters accelerate progress: Defining what you want and don't want focuses discussions
4. Coalition support strengthens position: Bringing aligned stakeholders adds weight to your stance
5. Preparation depth correlates with results: Expanded teams allow for deeper preparation

Lower Stakes but Universal Principles

While corporate negotiations rarely involve the life-and-death stakes of war and peace talks, the principles at work in Ukraine's approach apply universally. By forming an expanded, permanent negotiation team, Ukraine demonstrates sophisticated negotiation strategy that acknowledges both the complexity of the challenge and the importance of structural advantages.

At RED BEAR Negotiation, we teach these same principles to business leaders facing high-stakes commercial negotiations. Whether at the geopolitical or corporate level, strategic team structure, effective tension management, and clear parameters create the foundation for negotiation success.

RED BEAR Negotiation Company provides world-class negotiation training to sales and procurement teams across the Fortune 500. To learn more about applying these principles to your business negotiations, connect with our team.