Negotiating to Win Simulation

Overview/Description
 This simulation places you in the role of marketing manager in an insurance company. Because office space is at a premium, you have been asked to move your department off-site, and to set up telecommuting for your employees. You are under a strict deadline, and your task in this simulation is to negotiate with your company's Information Technology department to have the equipment and networks set up within 60 days. The IT department is relatively small and very busy, so it will be a challenge to get them to agree to your requests and timeline. Using this simulation will help you practice your skills in planning and conducting negotiations. Just a few applications to be covered include: Paying attention to human factors, effectively communicating with both audio and visually-oriented types, making strategic concessions, and negotiating with "Rock" and "Criticizer" type counterparts. You will experience how taking control of the agenda and environment increases your chances of a successful win-win outcome.

Target Audience
 Managers, team leaders, salespersons, and others who wish to become effective negotiators.

Expected Duration
0.5 hours

Lesson Objectives:

Negotiating to Win Simulation

  • determining desired outcomes as part of the planning process.
  • planning concessions in advance.
  • taking charge of the agenda and environment.
  • demonstrating awareness of the "human factors" affecting negotiations.
  • demonstrating empathic understanding of opposing views.
  • determining your counterpart's rationales.
  • using your counterpart's rationales to support your position.
  • negotiating with "rock" types.
  • negotiating with "criticizers."
  • adapting to visual communicators.
  • adapting to auditory communicators.
  • demonstrating active listening skills.
  • asking for what you want.
  • defusing tense situations.
  • knowing when to close negotiations.
  • making strategic concessions.
  • reacting appropriately to concessions.
  • analyzing issues that can affect the negotiation.
  • formulating a BATNA.
  • demonstrating win-win negotiation strategies.

    • Course Number: COMM0500