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Negotiation Training Exercise: You're Out!

Negotiation Training Exercise: You're Out!


Purpose

This exercise focuses on presentation and negotiation styles. It also shows how people deal with more difficult situations both as individuals and as part of a group.

Objective

A number of delegates are chosen at random as candidates to be removed from the team. The chosen people have to negotiate their way into staying in the group. The group collectively votes to remove one person from the group.

Setup

  • A bigger group works better in this exercise. At least 10 participants are needed.
  • The trainer selects three people randomly from the group. “Name in the hat” or other methods can be used to make sure selection is completely random.
  • The chosen people have two minutes each to explain why they should stay in the group. The reasoning could be based on their valuable past experiences, likeability, their current professional post or personality.
  • The group then has 5 minutes for each candidate to debate and reach a decision. This could be through anonymous ballot, hand raising or other methods of voting.
  • The group has 2 minutes per candidate to explain who they want to go out of the group and how they have reached their decision.

Timing

Explaining the Test: 5 minutes.

Activity: 30 minutes

Group Feedback: 20 minutes.

Discussion

Facilitator should observe delegate’s personal and group behaviour closely. What methods of negotiation, reasoning or persuasions are used by the delegates? How did the three chosen candidates react to the decisions made by the group? Were they threatened or had taken up the challenge enthusiastically?