Virtually everything is negotiable. And that makes negotiation one of the most critical business and life skills. During this unique and engaging learning experience, all participants receive $5 cash in $1 dollar bills as they enter the classroom. During the class, learners will have the chance to practice new skills and concepts as they engage in small group negotiation exercises with other participants. Each participant has the chance to double or triple (or more) their beginning dollars! Because this becomes money they will actually take home with them, learners rarely forget this experience. Some of the concepts learners will explore are: learning how to “Care, but not that much”, identify “must-haves” when negotiating, explore how to “brainstorm backwards”, etc.
Module 1: Your goal – 1 hour
Define your goal in negotiating. What is a goal? What is most important to you? Why is understanding your goal so important?
Prioritizing your goal
Analyzing your goal in negotiations of a personal nature
Group activity: Identifying your goal (negotiate in groups of two and earn $$$!)
Module 2: Their Goal – 1 hour
Why is understanding the opposition's goal so important?
Understanding the opposition's perspective (be careful about confusing their position with their goal)
Tools for analyzing the opposition ( impact Solutions' model: Brainstorming Backwards)
Module 3: The Obstacle: 1.5 hours
Simple math (that's not so simple!) Your goal – their goal = the obstacle!
Analyzing the obstacle from the perspective of dollars and satisfaction.
The Gallup Model: Understanding Needs
Herb Cohen: Negotiating by Caring, But not that Much!
Group activity: Identifying the Obstacle (negotiate in small groups and earn more $$$!)
Virtual audio exercise: class analysis and participation.
The Chit Chat Path : Doing the math to find the obstacle.
Virtual audio exercise – analyze two people who are negotiating and apply principles from the Two-Path Model
The Target Path : Formulating Questions and Comments to overcome the obstacle.
Group activity: The Two-Path Model : (follow the model in a scripted negotiations exercise where you play the role of negotiator, and your partner plays the role of the opposition. You will be evaluated based on pre-determined criteria as you negotiate for more cash!)
Module 5: Putting it all Together: 2 hours
Listen to Virtual audio examples of negotiators.
Evaluate their performance.
Large Group Activity: Split into several teams
as a large group and participate in a negotiations
activity that is taken from a “real-life” scenario.
During this guided exercise, each group will
be given targeted goals that will allow them
to earn even more cash if certain objectives
are met!
