Practical Negotiation Skills Training Activity
           involving planning and negotiation
                between buyers and sellers.

Practical Negotiation Skills
A Northgate  Training Game

Learn the most important and effective negotiation skills with this engaging activity
that has a few surprises along the way!

Getting to grips with the facts, thinking about language and how to present oneself, establishing solid boundaries and knowing when to reconsider are all part of this exciting negotiation skills activity!

Teams of Buyers (retailers) and Sellers (or suppliers) receive a one-page brief explaining their respective situations and achievement targets. There are also constraints; Buyers have a very specific shopping list based on last year’s sales and Sellers have old stock to clear before they can produce too much new stock.

Teams then receive a Preparation Sheet to help plan for their negotiation. They must agree their ‘ideal outcome’, their ‘target’ and the ‘worst case scenario’.

Buyers and Sellers now meet face-to-face to negotiate - and secure the best possible outcome. They’re allowed up to three ‘time-outs’ to confer in private and re-align strategies.

How will teams operate? They may come clean, lay their cards on the table and opt for a joint problem-solving approach - or they may keep the information to themselves and try to win one over on the others.

After 40 minutes both teams complete and (hopefully!) sign an Agreement Form recording the outcome. Will negotiators reach a win-win outcome in this carefully balanced situation? What constitutes a good outcome?

All teams complete a Questionnaire on performance on both sides of the table - all useful material for the Debrief. A handout of Key Points summarises the learning for participants.

Participants will learn:

• to plan carefully for negotiations
• to prepare targets and fall-back positions
• to be prepared to compromise
• to know when to make concessions
• to be aware of the other party and their body language
• to know when to put their cards on the table

Trainer's Role

1. Introduce the activity
   
   
2. Divide the group into teams of Buyers and Sellers
   
   
3. Issue Team Briefs and Preparation Forms
   
   
4. Allow 40 minutes for teams to prepare for the negotiation and complete the preparation forms
   
   
5. Allow teams to meet at ‘negotiation tables’, observing the teams in action
   
   
6. After 40 minutes issue Agreement Forms for completion by each team.  Then issue Performance Summary Forms to each team for completion
   
   
7. Lead a Debrief on the issues raised, relate back to the workplace and issue Key Points Handout.

Full details are provided in the Trainer's Notes.

Comments from Users of this Training Game

“Very realistic negotiation - well received by participants. I was very impressed at the level of engagement by participants.”

“The perceptions each team had of the other (on the summary forms) were revealing – and usefully explored in the debrief. Those who prepared well and had a definite strategy did best.”

Download a PDF file of this training activity.       We can also run this game for you. Please Contact Us

Timing:            2 hours + debrief.

Numbers:         3 to 24 (2, 4 or 6 teams of 3 to 4 per team).

Who:                Staff at any level.

PC required:    None.

Licence Free:  When you buy this training material, there are no restrictions on the number of times you can use it.

Cost to buy this game (including a trainer's manual) to facilitate it yourself: £350 + delivery and VAT (if applicable).

Buy this game with:

• Credit or Debit Card - Click on the Add to cart button below or contact us to pay over the phone
• Bank Transfer (please ask for details)
• Cheque in Pounds Sterling made out to Elite Training European Ltd
• PayPal (please ask for details).

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We can arrange for shorter or longer delivery times, which will increase or decrease the cost of delivery. If you would like alternative shipping costs or have questions about ordering, please see our Ordering Page or Contact Us

We offer a wide range of activities and games so please contact us to discuss your requirements. We want to ensure that you obtain the maximum benefit from your purchase.

Elite Training European Limited is a leading UK corporate team building and business games training company. We will be pleased to supply the material and facilitator(s) to run a business simulation game, training exercise or team building activity for you.

  "On behalf of the team a big thank you to both yourself and Liz for
   making our conference such a success as it was.”                                                     S. Moore - Lovell Partnerships Ltd

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We develop and sell a wide range of business simulation games and training material. We also sell selected training activities and games produced by other top training companies that achieve excellent results in our training courses and events.

This training activity like many of the business games we sell it allows you to build your collection of ready made trainer-led activities or tailor your own training program. The activities are ideal for your training course, seminar or conference.

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Company Registration Number in England and Wales 4433047. VAT Registration Number 700 4528 76

Our Registered address: Elite Training European Ltd, 3 Parkers Place, Martlesham Heath, Ipswich, IP5 3UX

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