Practical Negotiation Skills™ | Negotiation Training Activity

• Stresses the need for very good preparation
• Shows the need for targets, fall-back positions and worst case scenarios
• Shows the importance of taking time out to discuss rather than thinking on the hoof
• Illustrates the danger of trying to win at all cost rather than compromise
• The value of knowing when to be open and when to make concessions
• The importance of reading body language

There are Buyers and Sellers in a retail context. Buyers are seeking to purchase a product that has done well in the past but they have specific needs in terms of quantities and colours. The Sellers are keen but they have old stock they would like to shift first. The colour match with what the Buyers require is not ideal. How can they each get what they want, or close to it? Both teams prepare and then negotiate (with time-outs to discuss new, unexpected information). An Agreement Form is signed at the end and the teams rate each other’s performance.

An intriguing, challenging negotiation that tests skills and suggests good strategies.

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 guidance supplied in the Trainer’s Notes.

Hard & Digital Copy

• ☑️ Hard copy pack supplied
• ☑️ PDFs supplied

Digital Copy

• ☑️ PDFs supplied

Contents

• Trainer’s Notes
• Buyers Briefs
• Sellers Briefs
• Handout: Buyers Preparation Form
• Handout: Sellers Preparation Form
• Handout: Buyers Performance Summary
• Handout: Sellers Performance Summary
• Handout: Agreement Form
• Handout: Key Points

This activity is for face-to-face and virtual classroom use. The digital files are supplied via the Northgate Trainerhub.

This Northgate Training activity comes with a five-year licence for repeat use with up to 24 participants at a time, for use by Trainers based at one licence-holding site.

All Trainers physically based at the same office location can access the Northgate resources during the five-year term, including the digital resources supplied on the Trainerhub via your own site-specific Trainer Dashboard. If you have Trainers based at other locations, and/or remote workers, who would like to access and use the Northgate resources, we can advise further depending on your requirements.

For further information on our licence terms please view the Northgate Licence Agreement.