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Title50 Activities for Developing People Skills
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Total Pages283
Table of Contents
                            Contents
Preface
Action Plan
Advice or Information?
Alphabet of Feelings
Analyzing Meetings
Answer My Question
Appraisal
Breaking the Barrier
Controlling Body Language
Customer Service Analysis
Delegation – I
Delegation – II
Dib Dob Dabble
Discipline
Don’t Label Me
Farewell
59 Seconds
Giving Feedback
How Free Are You?
Internal Communication Analysis
Interview Me
The Lineup
Listening Transfer
Making Contact
Maptalk
Negotiation
No Jargon
Only One Question
Personal Needs Analysis
Power and Influence
Prejudice
Reflecting
Qualities of a Counselor
Selection
Spelling Out
Stereotypes
Summarizing Skills – I
Summarizing Skills – II
Teamwork Squares
Transactional Analysis
Values
What Animal Are You?
What Are You ReallySaying?
What Shall We Talk About?
What’s Up, Doc?
When Are You Assertive?
Who Are You Aiming At?
Whodunit?
“Yes, but…”
Yes or No
                        
Document Text Contents
Page 1

50 Activities for
Developing People Skills








Jacqueline Stewart and David Couper






















HRD Press � Amherst � Massachusetts

Page 141

123






Negotiation Skills


26





Description: This activity is designed to help individuals discover their current
level of understanding about negotiation.


Objective: By the end of this activity, participants will have measured their
current understanding of negotiation skills.


Group Size: Any number, as this activity is based on an individual questionnaire.


Time: Approximately 1 hour.


Materials Required: One copy of Exercise 26.1 for each participant


Background: Negotiation means many things to many people, but few are
prepared to admit that they are not good at it. No one teaches us to
negotiate, but as children we certainly used bargaining to achieve
what we wanted, such as agreeing to clean the car in return for
staying up late.

As adults, we also negotiate in our private lives, such as when we
agree to go to the movies with our partner this week with the
understanding that next week we can go to the horse races. This
activity uses a questionnaire and follow-up discussion to clarify for
participants just how much they understand about the business side
of negotiations.


Method: 1. Introduce the topic of negotiation and ask participants to define
it. Make sure that participants understand that it is about
compromising to reach an agreement suitable to both sides.

2. Distribute a copy of Exercise 26.1 to each participant. Ask
participants to read each scenario and choose what their own
course of action would be. Allow 15 minutes for this.

3. When participants have finished, take each question
individually and ask what answers participants choose and why.
(The correct answers with reasons are given on the Answer
Sheet.) These situations are never completely clear-cut: there
is always a chance that one of the other choices could work out
well. The choice suggested is the one most likely to bring
success and achieve a win/win outcome as part of a long-term
supplier/buyer relationship.

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124



26



Negotiation Skills (continued)


4. Distribute a copy of the Answer Sheet to each participant.
5. Explain that now that they know their own starting point and

they are clear about exactly what negotiation means, partici-
pants will be able to move forward and improve their skills in
this area.


Additional Guidance: This exercise is especially useful at the beginning of a session to

stimulate discussion on negotiating skills.

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265






Yes or No


50





Description: This activity is designed to increase a person’s awareness of
behavior when reacting to aggression.


Objective: By the end of this activity, participants will be able to see how they
react to aggression.


Group Size: Maximum of 15 participants.


Time: Approximately 15 minutes.


Materials Required: None


Background: Assertiveness training is often simply a question of knowing when to
say yes or no. This activity practices that in an interesting way.


Method: 1. Divide the group into two subgroups.
2. Ask the subgroups to face each other.
3. Explain that one subgroup will say yes and the other no.
4. Ask the first subgroup to start, and the other subgroup to reply.
5. Let this continue until either the yes or no subgroup overcomes

the other or after about 5 minutes have passed.
6. Bring the subgroups back together and ask for reactions as to

how the activity felt.
7. Usually one subgroup will have overcome the other, and many

of the “weaker” members will want to change what they are
saying in order to agree with the other group.

8. Conclude by saying that it is a challenge to maintain assertive
behavior in the face of aggression.

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