Negotiating Activity Box

Old Coffee House has 33 speed training activities focused on developing the behaviour and skills that are essential for effective business negotiations., all in 15 -30 minutes a week.

What’s in the activity box?

Introduction and Tips

• Introduction
• What’s in the box?
• Tips For Making The Right Impact
• Listening Guidelines
• Tips For Negotiation

Negotiation Language Toolbox

The Power of Not

• Objective: To discover the power of the word ‘Not’.

Word Scanner

• Objective: To check the ‘meaning’ of descriptive words that others say during negotiations.

The Moderator

• Objective: To practice using ‘The Moderator’ technique in order to ‘reframe’ a statement that is too general, harsh, assumptive, unfair and not ‘useful’ to either party.

It’s A Question of Control..

• Objective: Learn and practice how to use questioning techniques to dissect unfair or unsubstantiated ‘sweeping statements’ during negotiations.

Conditional Nod  

• Objective: Understanding how and when to use ‘conditional pairs’ in order to be more effective when negotiating.

If

• Objective: To understand the affect of substituting the word ‘IF’ with ‘When’ in negotiations.

Guess Who?

• Objective: To practice asking open / appropriate questions to get the required information.

Spinning Wheel

• Objective: Practice recognising negative language and ‘spinning’ it (Reframing) into positive language or, vice versa.

Open and Closed Questions

Intonet

• Objective: Practice interpreting the ‘words’ that others stress or emphasise through their tone of voice.

What’s On Your Mind?

• Objective: What specific words to use to ‘expose’ the other person’s position when negotiating.

Framing Words

• Objective: To practice ‘framing’ questions for maximum effect.

Tactics

The Explorer

• Objective: To discover what is important to others and practice asking ‘exploring questions’.

The Loaded Question

• Objective: To practice ‘loading’ questions and requests to suit the outcome.

The Walk

• Objective: To understand and plan when and if to ‘walk’ during a negotiation.

Back At ‘Ya’

• Objective: To practice overcoming the obvious ‘Yes but’ obstruction in a negotiation and to identify whether or not what follows is a genuine request of an excuse.

Best Possible Outcome

• Objective: Understand and practice core negotiating tactics.

Win/Win Ladder

• Objective: To understand how to move up The Win / Win Ladder.

Map The Process

• Objective: To understand and agree which negotiating process to deploy for your specific team, products, services, company etc

Be Prepared

• Objective: To check and agree that the level of ‘preparation’ is appropriate for all; or some of the teams / business’s day to day negotiations.

The Undercover ‘But’

• Objective: To expose, validate and reverse the hidden ‘Yes but’ in a sentence.

Create The Need

• Objective: To understand and practice how to use the ‘Scarcity Factor’ in order to get buyers or sellers to compete and increase the value of what they are offering.

Words That Bind Time

• Objective: To recognise and use language that ‘binds’ an action to a ‘time frame’.

Great News!

• Objective: How to use the word ‘but’ in your favour.

Sherlock Holmes

•  Objective: To practice uncovering the other party’s criteria of decision making in order to unblock a stuck situation in a negotiation.

Joker Card

Personal Impact – First Impressions

• Objective: To ensure individuals make an impact every time they get on the phone.

Rapport Building

Physical Nod

• Objective: To learn to recognise someone’s ‘yes’ and ‘no’ before they speak.

Check-In

• Objective: Practice paraphrasing in order to gain clarification on the other person’s statements.

Mirror Mirror

• Objective: Practice gaining rapport in face to face negotiations by matching and mirroring their physical nuances.

It’s All In The Words

• Objective: Practice detecting and matching people’s language styles in order to gain greater rapport.

Question Congruency

• Objective: To practice noticing and interpreting someone’s eye movement for congruency with what others are saying and thinking.

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