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Seb Anthony

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60 minute session on Negotiation


I'm struggling on where to start and what to implement in such a short period.
Changing behaviors, win win mentality, basic negotiation skills and how and when to use are just some of the ideas, however time constraints are a concern. Does anyone have any ideas? I feel my head is sinking.
Darren Gallagher

4 Responses

  1. A bit of a toughie!
    Hi Darren,

    What a lot to achieve in an hour!

    Given the lack of time, I think that you would be wise to do a short amount of input covering what negotiation is (and isn’t), and planning your negotiation.

    Then let everyone loose on an activity for no more than 30 minutes. Observe closely, and then lead a discussion to highlight:

    – How useful their plans were
    – What worked and what didn’t (and why)
    – Highlighting some of the useful behaviours that were displayed, and introducing some more (e.g. using ‘if…then’, and listening!)

    Unless you decide to hone in one specific aspect of negotiating, I suggest this is probably a good way to go.

    Good luck!

  2. Thankyou
    Thankyou both. Greatly appreciated. The excercise looks to fit into Sheridans plan perfectly.
    I was starting to get flustered.

  3. Use Exercises
    60 Minutes is certainly not a lot of time for training. But since most people are familiar with the topic, you might be able to pull it off by knowing your audience better you embark on the design of your training course.

    We have a section on negotiation in our client management training course and we have found that most delegates learn effectively with practical exercises. They need to try out the theory themselves to see where they fail and where they need to improve.

    For example, the exercises set the delegates against each other to negotiate over quantifiable material and you can then compare performance. Some can do better than others and everyone can easily see where they can improve themselves.

    This also helps you as the tutor since you no longer have to convince everyone about effective negotiation. You can just explain the theory and let them try it out several times (if possible) to master the art.

    For a 60 min session, I suggest you use common scenarios that most people are familiar with (like selling cars, houses)and just focus on core concepts such as the bidding amounts, when to push, BATNA and similar concepts.

    You can use pre-made courses or sessions to help you in the process or at least get ideas on what you really want to create.

    Best of luck.


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