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Collaboration v competition

Featured in the Negotiation Skills training manual

By Dave Clarke & David Simmonds& Ian Steers

Category: Communication Skills

Credit price: 2 download credits (Single user)

There are occasions when people are involved in negotiations where there may be a ‘loser’. Examples include situations involving competitive tendering and multi-party negotiations. There are also occasions where the negotiations involve very different levels of negotiating strengths, and those differences are well known to all the parties from the outset. For example, dealing with monopolistic suppliers or having single customers or suppliers. Each of these aspects creates additional dynamics whose effects have to be considered and dealt with. This training activity gives participants the opportunity to experience dealing with such circumstances. It is designed to give practice in the full range of skills in negotiating in a competitive environment, examine the sources of strength in negotiations, explore the concepts of winning and losing in negotiations, and experience the influence of trust in negotiations.

The trainer and the participants each contribute £1.00 to a kitty. The trainer then divides the participants into three teams for a negotiating exercise. The aim of the exercise is for two of the three teams to achieve a successful coalition. The kitty is then shared between the two successful teams. To create unequal levels of bargaining strength, the amount of kitty money to be shared depends on which two teams make a coalition. The teams then meet with each other for three rounds of negotiation to agree which two teams are to receive the kitty and how it is to be distributed. After the exercise, the trainer leads a discussion on the strategies and tactics used by each team in order to reach an agreement and how the relative difference in bargaining strength were dealt with.

Who is it for: This training resource is intended for use by trainers to enable participants to explore the dynamics and effects of power and trust in multi-party negotiations.

Resource Type:Activity
Min Group Size:4
Max Group Size:20
Typical Duration:02:00:00
No of Pages:10

Resources: View standard resources for Fenman training activities
Additional resources: £1:00 coin, a stopwatch.

Purpose: This training resource is intended for use by trainers with participants who have had some previous experience of negotiations or some negotiation skills training. It is particularly useful for people whose work involves them in negotiations in a competitive environment such as the tendering process. This is a very busy training activity and so it makes a useful enlivener.

Download the training activity, Collaboration v competition as featured in the Fenman training manual; Negotiation Skills