Time:
The exercise in this module can be completed in about 40 minutes. In total, allowing for discussion, we recommend allowing about 60 minutes for this module.

Aims:
• To identify the risks of negotiating from your own perspective without considering the other party’s.
• To help managers begin to understand why employee engagement is central to being a successful manager.
• To challenge common misconceptions about what makes a good salesperson or negotiator.
• To identify the benefits of relationship-based negotiation.
• To explore the behaviours needed to achieve win-win in negotiations.

Group Size:
This module can be used with groups of up to 12 participants. It is not suitable for 1-1 training.

Useful For:
Anyone who needs to negotiate or sell.

Notes:
This is a useful introduction to any training where you want to develop your learners’ abilities to negotiate solutions using an approach based on shared challenge, rather than competition.

It illustrates the limitations of position-based negotiation.

It is possible to reduce the time needed for this module by 10 minutes by pre-briefing two participants.

Remote/Virtual Delivery:
Remote Delivery requires a system that as an absolute minimum provides the following functionality:
• Face-to-face discussion.
• Share screen.
• Chat.
• Share files.

In addition, we strongly recommend using a system that provides for:
• Polls/Quizzes (optional).
• Breakout Rooms (essential).