Interactive behaviours
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 4 download credits (Single user)
Because negotiating is an interpersonal process, it can be affected by factors which are beneath the surface – for example, emotions, attitudes, motives. These factors can show through the surface in the form of ‘messages’ from non-verbal and verbal behaviours. Effective negotiators need to know what these non-verbal and verbal messages might imply so that they can work with them. They also need to be aware of the signals they themselves transmit through their own non-verbal and verbal behaviours. This training activity looks at the sort of indications negotiators can pick up and give out using non-verbal and verbal behaviours and examines how they can be used to good effect in the negotiation process.
The participants consider the importance of communication skills to a negotiator. They then examine the effects of non-verbal and verbal behaviours in a negotiations situation and identify how to use them constructively and effectively. Next, they practise their skills in two role-play exercises. Finally they identify personal development points to work on for future negotiations.
Who is it for: This training resource is intended for use by trainers to enable participants to recognise, understand and make effective use of non-verbal and verbal behaviours in a negotiation.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 02:30:00 |
| No of Pages: | 35 |
Resources: View standard resources for Fenman training activities
Additional resources: Pens to include 1 blue pen and 1 red pen.
Purpose: This training resource is intended for use by trainers with participants to establish some of the basics of effective communication in the negotiation process. It can be complemented by sessions on other communication skills such as effective listening and questioning techniques. It is suitable for experienced and inexperienced negotiators. It can be used to introduce participants to non-verbal and verbal behaviours before negotiation role-plays. Alternatively, it can be used after a series of role-plays for feedback on skills and techniques.
Download the training activity, Interactive behaviours as featured in the Fenman training manual; Negotiation Skills