Offers and counter-offers
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 3 download credits (Single user)
One of the major skills involved in negotiating is the making of an offer for the other side to consider. The timing, the size and the conditions under which an offer is made will all have a significant effect on the other party’s reaction. Pitch it too low, and they may feel insulted and withdraw from the meeting; too high and you have lost a benefit for your own side; too soon and you may not have exchanged all the information which is needed; too late and you may have to go in higher than necessary. This training activity uses an auction game to allow the participants first-hand experience of the kinds of emotion and pressure that may be involved in a negotiation when offers and counter-offers are being made. Analysing the actions and reactions which occurred during the game should enable the participants to identify the skills they need in order to make effective decisions about the offers they make and receive.
The trainer auctions off a five-pound note (or similar real currency) to the highest bidder. Afterwards the participants work in small groups to discuss what happened during the auction and devise a checklist of dos and don’ts for the offer stage of a negotiation. They then discuss their ideas as a main group and identify the key skills that support effective decisions in making offers and counter-offers. Finally, they work in pairs to identify their personal skills development points.
Who is it for: This training resource is intended for use by trainers to enable participants to identify the skills needed when making and considering offers.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 01:00:00 |
| No of Pages: | 11 |
Resources: View standard resources for Fenman training activities
Additional resources: A £5.00 note.
Purpose: This training resource is intended for use by trainers to develop participants’ listening and analytical skills that are necessary at times when the action in negotiations is hectic. It is suitable for both experienced and inexperienced negotiators, and is particularly effective with groups who know each other well and are willing to take a few risks. It also works well as a revitalising training activity in dead periods of the day, for example, after lunch or after a difficult or intensive session.
Download the training activity, Offers and counter-offers as featured in the Fenman training manual; Negotiation Skills