The Leadership Training Activity Book: 50 Exercises

SET AN EXAMPLE^221

approximately the same amount of time to respond. Recorders will be

asked to describe:

 “BATNA”(Best Alternative to a Negotiated Agreement): This is a way

for the recorder to try to identify what Maura, Judith, and Greg were

really ready to settle for (before the negotiation), vs. what they got

as a result of the negotiation.

 “WW”(What did I win?) In the recorder’s opinion, what did each

person gain?

 “DD”(What would I do differently?) The recorder reviews each role

and identifies moments when Maura, Judith, and Greg might have

made different decisions.

Step 7: When the recorders have finished, the coach makes a report,

concentrating on his or her role during the negotiation. The coaches

should answer these questions:

 When did you stop the scenario? Why?

 How were you helpful?

 Did you add to a feeling that the negotiation was successful?

Then the coaches should identify each of the three conflict styles used by

the team. If the individual’s primary style is to accommodate, they will

still use that style to flesh out a role—even though they are role-playing.

If there is still time, allow the role-players in the group to comment

on the experience.

Step 8: Summarize the activity by asking participants, “As a result of this foray

into negotiation, what are you going to do about your negotiation

style?” Encourage discussion in teams or in the whole group. Have

participants take notes on how they can apply what they learned about

negotiation styles.

POST-ACTIVITY REVIEW

Take time shortly after conducting this activity to reflect on how it went, how engaged
the participants were, and what questions they raised. Then, make notes that include
how much time you actually spent on the activity.