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Negotiating to win

Featured in the First-time Leadership training manual

By Clare Llewellyn West

Category: Leadership

Credit price: 3 download credits (Single user)

First time leaders will inevitably find themselves in negotiating situations whether it is with their own teams, their bosses, other departments or customers and suppliers. This training activity presents a negotiation game where a cooperative approach leads to far greater benefits than a competitive one, encouraging participants to develop the skills and mental frame for a win–win approach.

You divide the participants into three teams and give each team a set of rules to study. Then you deal the cards and let them play one match. Having written up the team scores, you question whether they have achieved their objective. You then discuss the real objective of the game and set up a second match, played from a different perspective.

Who is it for: This training activity is intended for use by trainers to encourage participants to look at negotiating from a win–win perspective and recognise the value of careful thought and preparation in a negotiating situation.

Resource Type:Activity
Min Group Size:4
Max Group Size:20
Typical Duration:00:40:00
No of Pages:11

Resources: View standard resources for Fenman training activities
Additional resources: Sheets of card of paper in 3 different colours, pack of sun, star and flower cards made from handouts in this activity.

Purpose: This training activity incorporates several of the communications and planning skills from ‘Communicating effectively’ and ‘The ABC of planning’, and therefore makes a good skills development activity as well as carrying its own message about negotiating towards win–win instead of win–lose situations. It is also valuable for groups who have difficulty thinking outside the box.

Download the training activity, Negotiating to win as featured in the Fenman training manual; First-time Leadership