1. Working Relationships

2. Lesson Objectives
For the learners to consider how they might manage difficult situations and evaluate their persuasion and negotiation skills.
For the Learners to negotiate an outcome for the Football Club.
For the learners to experience and perform a specific role within a team meeting.

3. What is negotiation?
Whether it is your boss, your friends or your family, we all negotiate for things each day, like more money, what to do at the weekend or settling arguments with other family members. Basic negotiation skills, techniques and strategies can be described in four stages. Study the stages carefully to help you handle negotiation situations more effectively.

4. Negotiation stages Stage 1 – Preparation Stage 2 – Presentation
Bargaining
Closing Phase
Negotiation stages
Stage 1 – Preparation
Gather as much information as possible.
Stage 2 – Presentation
Both sides present their case.
Stage 3 – Bargaining
Persuade the other side you case is strong.
Stage 4 – Closing Phase
Deciding on a solution

5. Stage 1- Preparation
Preparation involves information gathering – read all the information you can get, and read it thoroughly. Some of the information may not appear relevant but read it anyway. It may become relevant at a later date.

6. Dynamo City Local News

7. Read the following article form the local newspaper

9. Scenario You are a stakeholder in the Dynamo City Football Club.
In your groups read your Scenario Card carefully. (A, B or C)

10. Dynamo City – The Future.
Task 1 – Using the Scenario Card prepare a proposal for the future of the club.
You will need to structure this as a meeting and allocate suitable roles:-
Meeting Leader
Observer
Timekeeper
Minute Taker
The role cards will tell you what to do and say.
Remember you will need minutes from your meeting.

11. Stage 2 – Presentation
The opening phase of negotiation involves both sides presenting their starting positions to one another. This can be where an argument can be won or lost. First impressions are important , so make sure your arguments are clear and relevant.
Present your argument to the
other groups

12. New information is received
As you complete your presentations additional and vital information is shared privately with your group.
Read your Secret Point Card

13. Stage 3 – Bargaining
In the bargaining phase, you are trying to close the gap between the two starting positions and to persuade the other side that you case is so strong that they must accept less than they wanted at the start. In order to do this, you have to set clearly thought out, planned and logical arguments, and not allow the other side to exploit any weaknesses in your case.

14. What is Bargaining

15. Bargaining
Having re-evaluated all the information available you must now use your bargaining skills – trying to persuade others to agree with your proposals.

16. Stage 4 – Closing Phase
All stake holders get together in order to reach a solution. This should be achieved during a formal meeting with allocated roles and finally a class vote.

17. Plenary
Evaluate the groups’ negotiation skills and reflect why the different groups were successful or unsuccessful.
Each group to review and identify what their own group might have/ should have done differently.
The class to consider which skill in negotiation they consider to be the most important.