What is negotiating?
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 3 download credits (Single user)
The word ‘negotiations’ can conjure up images of heated arguments, deadlocks, power-struggles and confrontations – all images which make the idea of negotiating an intimidating one. Yet, if we think of a meeting where people discuss things together, make various proposals, and, after a bit of give-and-take, reach an agreeable solution, the idea is quite a comfortable one. The tough side on negotiations does exist. But arguments and deadlocks are signs that the negotiation process is not being practised effectively. The more orderly scenario of two-way discussion and give-and-take is the result on an effectively practised process. The outcome in this case will be a successful, practicable and mutual agreement. This training activity looks at the ideas the participants have of negotiations and tests them against the true concept.
The participants work in small buzz groups to agree what negotiating is and what it is not. The participants then discuss their ideas as a main group and decide how negotiations differ from other situations which can occur in a joint decision-making process. Next, the participants look at ten brief scenarios to decide on the nature of the situation described in each one. First, they make an individual decision then they work in groups to make a group decision. The groups then come together to discuss their assessments of each scenario.
Who is it for: This training resource is intended for use by trainers to enable participants to understand the term ‘negotiations’.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 01:30:00 |
| No of Pages: | 18 |
Resources: View standard resources for Fenman training activities
Purpose: This training resource is intended for use by trainers at an early stage in a negotiations skills training programme. It is designed to raise awareness of what negotiating means and to dispel misconceptions. It helps the participants to clarify their understanding of the concept of negotiations. It helps the trainer to check existing knowledge, skills and attitudes amongst the participants.
Download the training activity, What is negotiating? as featured in the Fenman training manual; Negotiation Skills