Halley's house: negotiations within and between teams
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 4 download credits (Single user)
Negotiations can take place between departments, groups and individuals within the same organisation where the parties have different objectives to achieve, conflicts to resolve, interests to represent and pressures on them to reach an agreement. These negotiations can be called inter-team negotiations. However, in preparing for an inter-team negotiation, it may become apparent to the team members that there are differences between themselves which need to be resolved through negotiation before common team objectives can be agreed. These negotiations can be called intra-team negotiations. This training activity uses a role-play, based on the relationships between management and staff, to show that the negotiating process of prepare-discuss-propose-bargain is just as applicable to intra-team negotiations as it is to inter-team negotiations. In both types of negotiation, the effectiveness of the negotiator relies on the fundamental skills of planning, observing, analysing and communicating.
The participants take part in a negotiations role-play involving two management representatives and two staff representatives. Each participant prepares the objectives and bargaining range for the role they are allocated. They then meet up with their negotiating partner. Next they meet with the ‘other side’ to negotiate. When the negotiations are over, the participants review what happened at each stage of the negotiating process and identify the learning points and applications.
Who is it for: This training resource is intended for use by trainers to enable participants to prepare for and undertake a set of negotiations involving multiple issues.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 03:00:00 |
| No of Pages: | 25 |
Resources: View standard resources for Fenman training activities
Purpose: This training resource is intended for use by trainers to help participants to recognise the different perceptions people can place on what initially seems a relatively simple issue. It is designed for use with participants who are familiar with the preparation involved in the negotiating process and who have had some practice at negotiating, either in real life or as part of a training programme.
Download the training activity, Halley's house: negotiations within and between teams as featured in the Fenman training manual; Negotiation Skills