Negotiating a range of variables
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 2 download credits (Single user)
Bartering and haggling are not normally part of our buying culture. As a result, we may feel disadvantaged in a negotiating situation. We want to beat the other side down, but are not quite sure how to do it. We want to hold on to the asking price, but lack the confidence to resist the reductions demanded. We want to get a good deal, but are often left with the ‘if only’ feeling: ‘if only I’d asked for a bit more’, ‘if only I’d started with a lower offer’. This training activity gives the participants an opportunity to test out their abilities in a face-to-face sales negotiation. It uses a big purchase decision the participants can relate to, such as the sale of a house or a car, to help them identify the processes and skills behind agreeing a price and striking a deal.
The participants choose a house or car they’d like to by from a newspaper advertisement. They then work in groups of three with each participant taking it in turns to be the buyer, seller and observer in a negotiation of the sale of the house or car. Then the groups meet together to discuss what happened during the exercise and how it relates to real-life negotiations. As a result, the participants devise their own negotiating process and skills framework for use in future negotiations.
Who is it for: This training resource is intended for use by trainers to devise a negotiating process and skills framework for the participants to use in future negotiations.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 03:00:00 |
| No of Pages: | 9 |
Resources: View standard resources for Fenman training activities
Additional resources: Recent issues of free newspapers or sales advertisers such as Exchange & Mart.
Purpose: This training resource is intended for use by trainers as an integrating exercise. It helps the participants to bring together the elements of the negotiating framework by giving them an opportunity to work through the negotiating process of prepare-discuss-propose-bargain.
Download the training activity, Negotiating a range of variables as featured in the Fenman training manual; Negotiation Skills