This article examines four different ways of handling a negotiation and explains that the end goal of the negotiation should determine which approach to use.
Introduction to the article (perhaps by having everyone read it)
Often, when people enter into negotiations, they are focused on a win-lose scenario in which they emerge with the upper hand. This often leads to lost opportunities and overlooked future possibilities. Even with win-win approaches, opportunities can be overlooked. This lesson will use the article to have students reflect on four primary approaches to negotiations, each having a specific set of circumstances and expectations.
Subject Area(s) covered
Business studies, social studies, entrepreneurship
Access to the article
Key things students can learn from this lesson
- The importance of knowing your end goal before you enter into negotiations.
- The context of the negotiation – Is it a stand-alone negotiation or will this lead to future interactions?
- The different approaches that can be taken to a negotiation session.
Action (here’s how we’ll do it)
- Ask the students in a plenary session to define what makes a winner in a negotiation.
- Once they have essentially described a winner as getting the outcome he or she wants, ask them to identify some types of things they might want to accomplish in a negotiation session.
- Remaining in the plenary format, have the students discuss whether or not the desired outcome affects the way in which a person behaves in the negotiation session.
- With this completed and serving as preparation, ask the students to read the article and, once completed, offer ideas on what they just read.
- Now, pair the students up and have the pairs develop an example of the type of scenario which could occur for each of the four different approaches. (They can work in pairs, either in the classroom or in a virtual breakout room.)
Consolidation of Learning
- The pairs should present their examples to the rest of the class during a plenary session and respond to any comments that may be offered.
- The students will demonstrate an understanding that the desired final outcome of a negotiation session will dictate the approach that is taken in preparing for that session.
- The teacher should read the following website describing “The Two Dollar Game” and prepare to conduct the playing of the game with their class. https://ocw.mit.edu/courses/sloan-school-of-management/15-667-negotiation-and-conflict-management-spring-2001/lecture-notes/about_game.pdf
Helpful Internet Searches
Activities to do together
- Arrange for the students to play one of the negotiation games outlined in either of the websites listed above.