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Negotiation training for banks

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I am putting together a half-day workshop for a bank on the process of negotiating. I am looking for some short (10-20 minutes) and longer (60 minutes) exercises to use. They can be individual, small group (3-5 people) or larger group (20-30 people). Would appreciate role plays and/or case studies.

Thanks!

John
John Connor

4 Responses

  1. Negotiation Exercise
    Hi, I have something I could send you that is a 75 minute exercise on needs and feelings in negotiation, the importance of separating people and personalities from the problems, provides an opportunity to practise negotiation. My email is [email protected].

  2. Maybe Good and Bad News?
    Hi John,
    Here’s the basis of a simple but expandable negotiation exercise I’ve used many times with great success.
    Tell everyone there’s good and bad news. The good news is that they’ve all done so well on the course so far that the company wants to give them an extra week off plus ¬£2500 for a dream holiday. (Some people won’t believe this of course but then that’s what you get on training.)
    Anyhow, each person individually jots down where they’d like to go with the money and why. Now, the bad news. The company can only charter one trip so everyone has to go to the same place! The group now has 10 minutes to agree where this should be. You can do lots in addition with this, such as scoring the group on how well the negotiated destination meets each individual’s needs for a holiday as opposed to the destination.
    I’ve more along these lines. If you’re interested email me at [email protected]. Good luck!

  3. easy and fast
    Hi John, this is an easy and fast exercise to show how bad competitive negociation can be. Show the group a $10 bill and ask them to bid for it, the one that offers more takes the money. They should start offering 1 cent, 5 cents, one pound and so on. But what happens when somebody says $10….?
    Somebody else says $10 and 1 cent and then starts a new competition. It is fun and easy (and may be you can get $20 for a $ 10 bill. ūüôā

  4. Negotiation Exercises
    John

    It sounds like you have some great ideas already! But if you want some more suggestions, there are several exercises on Pgs 189 – 194 of ‘How To Negotiate Better Deals’, ISBN 1-85252-381-6, and if you don’t want to buy a copy most public libraries in the UK will have it available for free loan.

    Best wishes
    Jeremy

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