The Leadership Training Activity Book: 50 Exercises

(^218) THE LEADERSHIP TRAINING ACTIVITY BOOK
MATERIALS
 Handouts 39.1, 39.2 and 39.3: Background for Roles of Maura, Judith, and Greg
 Handout 39.4: Preparation for Negotiation
EQUIPMENT AND SUPPLIES
 Flipchart
 Markers
 Extra paper and pens
ROOM SET-UP
Tables and chairs for small groups
Comments
Leaders use negotiation more than any other leadership competency. Training people
in negotiation skills, however, is challenging, because you have to change people’s be-
havior—not just give them information. And that takes time. A module or two about
negotiation won’t be particularly useful in the long run unless participants understand
the concepts and practice them frequently. Some people are natural negotiators, but
everyone can improve with practice and reflection.
In this book, we have outlined ways to create and deliver the leadership training
modules. In this activity, we use a coach for each negotiation team. This approach
allows dispassionate observers to help identify roadblocks or issues that must be ad-
dressed. The best negotiations are those in which each “side” feels that it has “won.”
Negotiation is notcompromise!
This module requires that you do some advance preparation. Have participants take
the Dealing with Conflict Instrument(DCI) so they understand their chief negotiation
style; they will then feel comfortable changing their negotiation strategies. We chose
this instrument after reviewing an array of assessments because the five style types
identified in the DCI parallel the negotiation styles commonly accepted by leaders. It
is important that facilitators know how to use the DCI instrument, which won’t be dif-
ficult to do since the instrument itself comes with detailed instructions for training and
teaching. This instrument is also useful for other kinds of training.
We recommend that your participants complete the instrument before the mod-
ule is presented, and then bring the scored instrument to the session.
RESOURCE
The Dealing with Conflict Instrumentby Alexander Watson Hiam, 1999 (Amherst MA:
HRD Press 1-800-822-2801 or http://www.hrdpress.com))