A case study set in an international call centre, exploring the issues surrounding informal negotiation with colleagues. Allow 75 minutes for completion.
A case study set in retailing, centring on the re-negotiation of a contract with a supplier. Allow 75 minutes for completion.
A case study set in a Local Education Authority, dealing with the introduction of a performance related pay system for teachers. Allow 75 minutes for completion.
A checklist providing an easy-to-follow list of activities to carry out when preparing for a negotiation.
A straightforward list of tips and hints to guide a negotiator when conducting a negotiation meeting.
An individual self-diagnostic aimed at letting individuals analyse what motivational category they fit into, and therefore what motivates them. Allow 20 minutes for completion.
This simple diagnostic tool will help to participants get a feel for how effective their current approach to negotiation is. Allow 45 minutes for completion.
A questionnaire that helps team members to identify the approach they take when dealing with colleagues.
This diagnostic has been designed to help you think about the ways in which your team negotiates with other teams.
An ideal follow-up to the ‘What Motivates You?’ diagnostic, this exercise explores the most effective way to influence people based on their motivational orientation. Allow around 30 minutes for completion.
This exercise is about identifying alternative approaches to an unpalatable proposal. It focuses both on identifying objections and developing counter-proposals. Allow 20 minutes for completion.
An exercise suitable for more senior groups of managers, focusing on negotiation in a commercial context. Allow 45 minutes for completion.
The aim of this group exercise is to understand the basic principles of negotiation. Allow 25 minutes for completion.
The aim of this quick group exercise is to get participants thinking about various negotiation styles and techniques. Allow 20 minutes for completion.
In this fun exercise, participants work in teams trading sweets with one other in order to develop their negotiation skills. Allow 45 minutes for completion. No separate task sheet is required.
This exercise is intended to introduce the concept of negotiation without getting into any specific techniques. Essentially, it will get the group talking about different options. Allow 30 minutes for completion.
A fun game which allows two groups to negotiate to achieve a mutually satisfactory outcome. It also demonstrates how bluff, counter-bluff and treachery can impact on the outcomes of negotiation. Allow an hour for completion.
An exercise designed to make the participants think through a difficult situation, and how they deal with objections. Allow 20 minutes for completion.
Designed to help the group assess who the power players within their organisation are, and understand the sources behind their influence. Allow 30 minutes for completion.
This group exercise takes people outside their normal comfort zones to help them develop their negotiation and influencing skills creatively. Allow 90 minutes for completion.
This exercise gets participants to think about different ways of handling certain situations. Allow 25 minutes for completion.
A straightforward questionnaire intended to give an individual some information about their negotiation style. Allow 45 minutes for completion.
A role-play set in a medium sized company, which was recently sold to a consortium, trying to introduce change, and specifically, a set of personnel policies and procedures. Allow 75 minutes for completion.
A set of slides on the principles of negotiation, which could be used in a workshop or presentation.
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