Artykuły dot. negocjacji

Negotiation Games

listopad 28, 2015 - Artykuły dot. negocjacji

Negotiator / Knowledge base  / Games

Negotiation games

Perfecting negotiation competencies is best done through practice. However, if you wish to improve your skills in a risk-free environment, in this article I describe the tool to do that. That is, negotiation scenarios. Scenario and case study A scenario is similar to a case study but there is one difference worth mentioning. A case is always based on a historical situation, while a scenario can also be fiction and even abstract. Each is valuable in some way. For example, abstract scenarios nurture creativity, which later comes in handy when solving real problem. Professional analyzes A scenario is a tool with big potential of value for players if certain measures are taken. Firstly, it is best to invite a professional negotiator to listen in to the negotiations and take notes. After the game ends, their role is to moderate the process of learning and help players to evaluate their own behaviors. Secondly, the negotiation could be captured on film. Then, after the game ends, the whole process can be analyzed in retrospect, including behavioral tendency analysis. Players enjoy watching themselves on video, which is an unbiased source of information and provokes swift changes. Thirdly, it is practical for players to note down three things to improve and keep this note till the next scenario, to help ensure progress. Scenario and reality There are several details distinguishing scenarios from real life. A person will behave differently in each of them. In reality, one is themselves and negotiates their real business, while during a scenario one plays a role and enters its world. Due to this, it is generally easier to think outside the box in real life, where we have much more information at hand. Moreover, when playing scenarios, players have more easy-going attitudes due to lack of risk. On the other hand, scenarios develop role playing and improvisation skills, which are both very useful in life. Games in the world of tournaments Scenarios are used during international championships in negotiations such as The Negotiation Challenge and Warsaw Negotiation Round. In Poland, probably the only institution which is a reliable source of scenarios is Student’s Scientific Association ‘Negocjator’ at the Warsaw School of Economics. They organize the Warsaw Negotiation Round. Its members and alumni prepare high class materials for the purpose of conducting national and international tournaments, which they organize under the patronage of the Marshall of the Senate. Some scenarios later show up as book publications. The most recent editions are smartly laid out and contain lots of additional materials such as author’s comments, score cards, introductory commentary etc. Read my interview with the organizers of Warsaw Negotiation Round 2015 Read my personal report from the Warsaw Negotiation Round 2015, where I coached the team representing Poland.