Difficult Negotiators

Learning activities:

Introduction (15 minutes):

1. Welcome and Review:
   • Briefly review fundamental negotiation concepts.
   • Introduce the day’s focus on dealing with difficult negotiators.
2. Discussion: Why Some Negotiators Are Difficult:
   • Engage students in a discussion about common traits and behaviors exhibited by difficult negotiators.
   • Identify challenges students may face when dealing with such counterparts.

Understanding Difficult Negotiators (20 minutes):
3. Presentation: Traits of Difficult Negotiators:

• Present a brief overview of common traits, behaviors, and communication styles of difficult negotiators.
• Discuss the impact of these traits on the negotiation process.

4. Group Activity: Case Study Analysis:
   • Divide students into small groups.
   • Provide case studies depicting negotiations with difficult counterparts.
   • Instruct each group to analyze the case studies, identify difficult behaviors, and brainstorm potential strategies.

Strategies for Dealing with Difficult Negotiators (45 minutes):
5. Presentation: Strategies for Dealing with Difficult Negotiators:

• Present a set of strategies for dealing with difficult negotiators, including maintaining composure, active listening, empathy, setting boundaries, and collaborative problem-solving.

6. Role-Playing Exercise:
   • Assign roles and scenarios for a role-playing exercise. Each student will have the opportunity to negotiate with a difficult counterpart.
   • Emphasize the application of strategies discussed in the presentation.
   • Set a time limit for each negotiation.
7. Debrief and Group Discussion:
   • After the role-playing exercise, facilitate a debriefing session.
   • Encourage students to share their experiences, challenges faced, and strategies that proved effective.

Advanced Strategies and Considerations (30 minutes):
8. Presentation: Advanced Negotiation Techniques for Difficult Negotiators:

• Introduce advanced negotiation techniques such as framing, conditional offers, questioning techniques, and strategic silence.
• Discuss when and how to apply these techniques effectively.

9. Ethical Considerations:
   • Discuss the ethical considerations when dealing with difficult negotiators.
   • Engage students in a conversation about maintaining integrity, transparency, and ethical conduct during negotiations.

Application and Reflection (20 minutes):
10. Case Study Analysis – Ethical Dilemmas:
– Present case studies highlighting ethical dilemmas in negotiations with difficult counterparts.
– In small groups, have students analyze the cases and discuss ethical decision-making.

11. Individual Reflection:
    • Ask students to individually reflect on their experiences in the role-playing exercise and consider how the strategies and techniques align with ethical considerations.

Conclusion and Summary (10 minutes):
12. Summary: – Summarize key takeaways from the lesson, emphasizing the practical strategies for dealing with difficult negotiators.

13. Next Steps:
    • Provide information on additional resources, readings, or activities for students to further enhance their negotiation skills.

Assessment:

• Evaluate student participation in discussions, contribution to the role-playing exercise, and reflection on both the practical and ethical aspects of dealing with difficult negotiators.

Adaptaciones curriculares:
None Needed