This session builds on the previous two sessions and extends the student’s foundation of negotiation knowledge by introducing two frameworks:
1) the three negotiations framework shows students that they are actually always involved in three separate negotiations at once: one about the substance (negotiating what price to pay, when, for what, etc.), relationship (negotiating the relationship between negotiators, separate from the substance they’re negotiating over) communication (negotiating the process of communication).
2) the seven elements framework helps students approach the negotiation with a holistic perspective and to attain sustainable success. Students learn to integrate the seven elements in their negotiations style.
What is it like to teach this session?
1) the three negotiations framework shows students that they are actually always involved in three separate negotiations at once: one about the substance (negotiating what price to pay, when, for what, etc.), relationship (negotiating the relationship between negotiators, separate from the substance they’re negotiating over) communication (negotiating the process of communication).
2) the seven elements framework helps students approach the negotiation with a holistic perspective and to attain sustainable success. Students learn to integrate the seven elements in their negotiations style.
What is it like to teach this session?
- Students like this session because they are introduced to more advanced frameworks that build on the foundations covered in the previous sessions. Students appreciate the increasing levels of complexity that help them approach all kinds of negotiations more confidently. Students also appreciate that they do both a practical negotiation exercise and a discussion case in which they talk about a sample negotiation.
- Instructors like teaching this session because students are challenged to expand their mental maps of what negotiations are like. Instructors appreciate this because they know they’re helping students prepare for other challenging negotiations outside the classroom.
Students in this session:
- negotiate “The Family Loan” exercise.
- also complete the “Crediluna” discussion case
- learn about the role of their individual assumptions and expectations when negotiating with others
- learn about the three different types of negotiations (substance, relationship, communication) inherent in each negotiation
- learn about the seven elements of negotiations
- understand how their own assumptions influence their negotiations
- can distinguish between the three negotiations in each negotiation
- and use the seven elements to ensure holistic, sustainable negotiation success
- The Family Loan exercise takes 40 minutes (short version) – 75 minutes (long version) to complete.
- (Short version) 40 minutes: 10 minutes to read the materials + 30 minutes to negotiate
- (Long version) minutes: 20 minutes to read the materials, 40 minutes to negotiate, 15 minutes to give the counterpart feedback and to have a break
- There are 2 students in each negotiation. Give one student the role materials of “Jessica” to read and prepare. Give the other student the role materials of “Jason” to read and prepare.
- If there is one student “left over” because you have an uneven number of students, that student can: – join an existing negotiation and build a team with one of the negotiators. This negotiation then consists of 3 students where 2 negotiations form a team, negotiating with one other student. It doesn’t matter which side the extra student joins – observe one or several ongoing negotiations. Thus, the extra student can read the role materials for both parties (and so know about the negotiation structure) and then go from one negotiation to the next and learn more than they could ever learn in real world negotiations where they would never have this insight
- You can distribute the role materials by printing them out and handing them to students. We have also shared pdfs with all students and just told them to only look at their copies before the negotiation begins. This requires the students to “not look at the counterpart’s materials”. We have only made good experiences with this approach.
Session Length:
xx - xx minutes
Objective:
Students learn how to consider the three negotiations that are always happening within a given negotiation and integrate the seven elements into their negotiation style
Negotiation Exercise:
The Family Loan exercise teaches students practically the importance of their own assumptions and perspective. Students also learn about the importance of the three negotiations and seven elements frameworks
Exercise Length:
40 (short version) - 75 minutes (long version)
