| The title of the tool | Beyond the limits |
• The learning objective of the tool | • distributive bargaining is important because there are certain disputes that can not be resolved otherwise. • where the negotiator wants to maximize profit for himself and when his relations with the other side are not important then distributive negotiation can be very useful. • To know the other side limits and then negotiate with greater opportunities to get more than the other. • The parties in negotiation, depending on the strategy and tactics of distributive bargaining, get the desired result. |
• Target Group | it is intended for both adults and young people |
• Duration of the Tool | 2 hours |
• Preparation (Preparation before the implementation, needed materials etc.) | • It would be ideal to have three separated rooms (main training room and two additional) • If trainer has only one or two training rooms on his/her disposal, barriers should be made (using soft boards for example) to unable different groups to see and hear one another. • One table and enough chairs for all three groups |
• Instructions to implement the tool | There are three basic rules to be followed: Members of your group are not to confer with members of the other groups, neither verbally nor non-verbally, unless given specific permission to do so! All members of a group must agree on a single choice for each round of the activity. Members of other groups are not supposed to know your group’s choice.. |
• Skills – SDGs – Key Competences Chart | Integrative negotiation (negotiation based on interests or “win-win” strategy) is negotiation strategy where parties cooperate in order to find the “win-win” solution of their dispute. This strategy focuses on developing solutions that will be beneficial for both parties, and are based on the interests of the negotiating parties. Interests include the needs, wishes, requests and concerns that are important to negotiators. In integrative bargaining is the potential to combine the interests of the negotiation in order to create mutual benefit, and it is only possible if many issues are involved in the negotiations. This is because the negotiating parties must do mutual concessions so that all were satisfied with the outcome of negotiations. This is why it is important integrative bargaining, because by using this strategy, the outcomes of negotiations are much more satisfactory than that in distributive bargaining. Creative solutions fully meet the requirements of all negotiating parties. Integrative creative solutions specific when using this strategy generally meet the interests of all negotiating parties. It is a process of cooperation where parties actually help each other in order to meet their interests, which leads to building positive relationships among the negotiators. Therefore, when using this strategy it is extremely important to identify the interests of the other party, asking questions: Why? Why do you want that? Why do you need that? What are your needs? Concerns? Hopes? This requires some effort of negotiating parties since negotiating interests are often less tangible than negotiating positions and are not publicly disclosed. It is important to make clear that you to ask because you want to understand their interests, not to question them or to take advantage of the other side to win. Also, your interests should be known to the other side, as well as to find solutions that are good for both sides. |
Sum Up / Debriefing / Reflection at the end of the implementation | Why do conflicts between negotiators happen? • Are these conflicts always a bad thing, or they can also be useful? • How should conflicts be resolved in negotiation? • What are characteristics of integrative (win-win) and distributive (win-lose) strategies? |
• Any tips / suggestions to the trainers for the further implementations | When trainer changes the rules, he/she must keep one copy for him/herself. Form 8c is used for entering new sums and changes of rules during the exercise, depending on developments. |
• Resources / References | CEFE metodology |
Chart of the Section 7:
• Reinforced skills (Empathy, Communication etc.) | • SDGs targeted (SDG4 – Quality in Education etc.) | • Erasmus+ Key Competences (Learning to Learn, Social Competences etc.) |
| Communication | 4-Quality education | |
| Empathy | 9-Industry, innovation and infrastructure | Cognitive flexibility |
| Humanity | 8-decent employment economic growth | making decision |
