Question Detail

Activity to highlight differences between negotiation styles

The question was posted by Tracy on 31/10/2018 12:14:45

Hi all, I am hoping you can help me with a new course I have built. The course is Negotiation Know-How, and I have used many of the activities suggested in the Trainers Library, however I just need 1 short (10-15 min) activity to highlight the 2 different styles of negotiating: Distributive and Integrative. Does anyone have any ideas they could throw my way? I have already included a short descriptive video but want to then follow that up with a brief activity. Thanks in advance.

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Date

Author

Thanks everyone, the course was a great success.

28/11/2018

Tracy

I agree with the previous post . Also this for me has two key aspects. One about the business relationship, is this a one off or walk away or do you want to continue doing business in the longer term? And that could include do I want to work with them at some time in future. The other is the use of Open Questions in an information gathering way prior to proposals and counter proposals etc.
If I can use and example from the world of freight. Cargo has been kept beyond the included time and the supplier wants to charge for extra time. You could go hard, from a point of view of the contract, but that will definitely meet with resistance. Or you could deflect form the issue and focus on communication, were you informed that charges would be levied (did the supplier have an obligation to inform you, as per contract). So here we are looking for an opening to see if the charges can be split. In our role usually we are piggy-in-the -middle so its about understanding the positions and where the common ground is that creates the ZOPA (zone of potential agreement) and how that matches up with the BATNA and WATNA (best and worst alternative to a negotiated agreement).

Your activity could be to get them to do some pre-negotiation planning or to get them to watch something being acted out and ask how would you do this differently? That way you could show one style and then see if they came up with the other.

20/11/2018

Colin

Hi Tracy,

Distributive vs Interrogative negotiation is very similar to positional bargaining vs relationship-based negotiation. I'd recommend therefore having a look at Negotiation Based on Position as the activity in there could be a useful role play. Although the module, in total takes longer than 10-15 minutes, I think the role play element could be completed in this time. Another one you could look at is The Department Game, and again, the activity itself doesn't need too long. I think this could be adapted very easily to your needs.

Do get let us know through Design Coach (https://www.trainerslibrary.com/user_area/mentor/default.aspx)if you think we can be of more help here. In the meantime, here's the link to the two activities I've suggested looking at:

https://www.trainerslibrary.com/user_area/materials/training_doc_details.aspx?doc=72&area=2
https://www.trainerslibrary.com/user_area/materials/training_doc_details.aspx?doc=546&area=6

I hope this helps.

19/11/2018

Rod

Hi,

I'm not familiar with the Distributive and Integrative styles, as I usually train negotiation using the French and Ravens Competitive, Accommodating, Avoiding and Collaborative styles. But perhaps you could come up with some sort of role-play scenario and once they understand what styles they are working with, perhaps they could role-play that scenario with one team taking an Integrative approach whilst the other team tries the Distributive?

04/11/2018

Becky

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