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.

Our licence offering is designed to provide exceptional value and flexibility for your organisational training needs.

Upon purchase, each Northgate activity includes a five-year licence for repeat use, with up to a maximum number of delegates per training session. The maximum number of delegates for this activity is 24 per licence. This grants you the freedom to use the activity repeatedly, with the specified maximum number of delegates, for five years.

All Learning and Development (L&D) professionals based at the same site (or
‘remote hub’) as you are granted access to these resources, including to the digital files on the Trainerhub via your site-specific Trainer Dashboard, fostering a collaborative spirit within your immediate team.

Should you wish to make this activity available to a wider audience within your organisation, additional licences are required. We understand the varying needs of different organisations and aim to provide flexible options to suit your requirements.

For further information on our licence terms, please contact us. We are here to assist you in enhancing your training initiatives and ensuring a seamless and hassle-free licensing experience.