THE NEGOTIATION GAME

Instructions:

After reading the situation described above, design a program to train executives in
negotiation skills. Include the following elements in your program:

● Name and description of the program (to whom is intended for, profile of the participant,
main challenges, general objective of the program, program duration, etc.).

● Define the topic list of your program and the objectives of each topic.

● Explain how you will manage the specific needs of the language for the cultural factor.

● Explain how you will manage the specific needs of the time to set agreements.

● Explain generally the dynamic of the program of the ways to participate, explain the topics,
the application, etc.

ACTIVITY

Name: Take care of your baby

Profile of the participants: This game is for High level executives who want to develop
negotiation skills in a complex environment and act as a team.

Main challenges: Discuss how many articles each team can have and how much money
with convincement statements. Get to agreements.

General objective of the program: Each team has its own egg which will be representing
a baby. There are 3 teams in total: one with more resources, one with medium resources
and another one with almost none.

The objective is to buy things from a store to protect your baby because it will be launched
and needs to be alive.

Each participant should discuss how to arrange the fabrics and materials and will decided if
they can help each other or not, based on the arguments of the other party.

Topics:

 Emotional intelligence: Manage feelings and how to use them in your favor
  Interest and Position: Understand and leverage interest of counterpart to create a
win - win negotiation
 Cultural intelligence: Be aware of cultural differences and cultural empathy
 Conflict management : Given the fundamentals

Cultural factors to be consider:

A common ground of rules for each participant

Time management:

Different phases such as: Introduction, negotiation, action and final test

Dynamic:

 Divide the 3 groups and give a background of their lives.

 Give the instructions
 Divide the money for each team and let them negotiate
 Open the store so they can buy their resources
 Each egg should be protected with the final resources
 Use the test to know if your baby will survive