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Negotiating for win-win

Featured in the The Twenty-first Century Leader training manual

By Larry Reynolds

Category: Leadership

Credit price: 3 download credits (Single user)

This training activity explores two approaches to negotiation – traditional and principled. Although both approaches have their pros and cons, the principled approach is generally better not only at providing both sides with positive outcomes but in preserving and enhancing long-term relationships.

After a short introduction to traditional negotiation, participants engage in a role-play exercise to experience the traditional approach. They are then introduced to principled negotiation, and they give that a try. Finally, they compare the two approaches.

Who is it for: This training resource is intended for use by trainers to help participants learn how to negotiate so that both sides achieve a good outcome and good relationships are maintained. Traditional negotiation often leaves both sides feeling slightly bruised.

Resource Type:Activity
Min Group Size:4
Max Group Size:20
Typical Duration:02:30:00
No of Pages:11

Resources: View standard resources for Fenman training activities
Additional resources: Two large tables

Purpose: This training resource is intended for use by trainers at any time in a leadership development programme. Participants who find principled negotiation difficult because they find it hard to invent creative solutions will benefit from ‘Creativity and problem solving’.

Download the training activity, Negotiating for win-win as featured in the Fenman training manual; The Twenty-first Century Leader