Negotiation & Agreement

The Win Win Game

You're at the negotiation table. You have all your strategies planned. Then 'the other party' comes up with the unexpected... Are you prepared for this? Have you a fall-back position? If not, why not?


How it works

Teams represent four countries that are not on the best of terms. Their problem is that they need a joint TV tower - to be built in the mountains bordering each of the four countries. Each team has different ideas about its style and height, the actual site, the start date and budget - as well as different laws and cultural traditions which impose fixed constraints. Teams are under pressure to reach agreement, but not at any price. Will the tower be built with the blocks provided?

What it does

This exercise clearly demonstrates that negotiation is the art of compromise. If the group objective is to be achieved, there is no way individual teams will get everything their own way. Teams that make strong demands will hit a brick wall. The lesson is to clarify what the other teams want and where they can make concessions. Then you can make compromises too. In this way you can achieve Win/Win out of a potentially Lose/Lose situation.

Customer feedback

  • A great way to demonstrate what’s needed to negotiate successfully.

    – J. Spiteri, The Learning Playground

  • The Win Win Game is a very useful tool for looking at negotiation skills and team training - and comparing with day-to-day office situations

    – Group Trainer, Insurance sector

  • In The Win Win Game the degree of challenge is high and teams need to work to a good level together to achieve the desired outcome.

    – A. Shaw, Carshaw Consultants