The Leadership Training Activity Book: 50 Exercises

(^220) THE LEADERSHIP TRAINING ACTIVITY BOOK
Competitors.Negotiators who, like high collaborators, like to
negotiate, but they enjoy it for a different reason: Negotiation presents
an opportunity for them to win what they consider to be a game based
on a set of practiced skills. People who are weak in the competing area
tend to think that negotiations are all about winning and losing.
Now that you have outlined the five basic styles, tell participants that
there is no single correct style for being a strong negotiator.
Step 4: Divide the group into five-person teams. Each team will do its own role
play, but the entire group will reassemble to discuss differences in the
way participants negotiated.
Explain the instructions, as follows:
“We are now going to divide into teams and practice negotiating.
Each team of five will consist of three players, one coach, and one
recorder. While the players will be the primary spokesmen and do the
actual negotiating, the recorder on the team will take notes regarding
content, so you have a record of the experience. The recorder will
have access to all three player background sheets and will talk about
content during the debrief. The coach has a critical role: He or she is
the primary helper in the negotiation process, and can call brief time-
outs to advise the negotiators.
“At the end, we’ll take some time to debrief and discuss all of these
roles.”
Let team members decide who will take on which role. Once they
have selected their roles, distribute either Handouts 39.1 39.2, or 39.3,
Background for Roles of Maura, Judith, and Greg.Each player gets to see
only the scenario he/she is going to play, but the recorder and coach
should have a copy of each.
Step 5: After they have read their role’s description, distribute and have each
player complete Handout 39.4: Preparation for Negotiation,while you
meet with the recorders and coaches to explain their responsibilities.
Let the teams go off by themselves to play out the scenario (about
20 minutes).
Step 6: When the role-playing is completed, debrief together.
Recorders start the debrief, explaining what they recorded of the
negotiation. (Chart the highlights of each group’s process.) Since you
only have two hours, divide the time up evenly so each group has