You scratch my back and I'll scratch yours
Featured in the Essential Interpersonal Skills for Outstanding Managers training manual
By Eddie Davies
Category: Communication Skills
Credit price: 4 download credits (Single user)
Many jobs involve people negotiating with co-workers. In some relationships there is an imbalance of power that can affect the interpersonal skills used in the situation. In negotiation, the balance of power is equal and the parties need to work with each other and move their original position through identifying a workable compromise to reach a viable agreement. This process of negotiation is subject to a number of conventions and techniques if the outcome reached is to be acceptable to both parties.
You begin this training activity by asking the participants to consider the underlying principle of negotiation, which is to reach a viable agreement. Various outcomes of negotiating are considered and the advantages of a ‘win–win’ approach are identified. They then define the range of people with whom they negotiate and the usual outcomes of these meetings. They then move on to look at what is involved in planning a negotiation and examine the types of information and the strategy they need to consider for effective preparation. The participants then have an opportunity to develop these approaches when they prepare for, and then take part in, a practical negotiation exercise. After the exercise, the participants review their learning and are given time to plan how to use their learning to improve their negotiating skills at work.
Who is it for: This training resource is intended for use by trainers to help the participants investigate the techniques required to negotiate successfully, review their skills in this area, and plan how they can use these skills on their return to work.
- Themes:
- Assertiveness,
- Coaching,
- Communication,
- Counselling skills,
- Customer care,
- Influencing skills,
- Interpersonal skills,
- Interviewing skills,
- Introduction to effective management,
- Life and career planning,
- Managing meetings,
- Negotiating skills,
- Performance management,
- Project management,
- Sales training,
- Self-assessment,
- Self-development,
- Stress management,
- Supervisory skills,
- Team-building skills,
- Team development,
- Time management,
- Trainer development,
- Women into management,
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 12 |
| Typical Duration: | 03:10:00 |
| No of Pages: | 28 |
Resources: View standard resources for Fenman training activities
Purpose: This training resource is intended for use by trainers as a core ingredient of all courses and developmental training activities that set out to improve the negotiating skills of the participant. It can also be used on other training events that focus on developing the participants’ interpersonal and influencing skill, for example, assertiveness or general management development.
Download the training activity, You scratch my back and I'll scratch yours as featured in the Fenman training manual; Essential Interpersonal Skills for Outstanding Managers