Practise responding to negotiation challenges by working through this list of difficult negotiation scenarios:
Download 7 Elements Actions
Individual exercise – Write down 7 different responses to each scenario, one for each element. Try to mix up advocacy (statements) with enquiry (questions).
Pairs exercise – Find a partner to role-play the part of the “difficult counterpart”. Your task is to practice implementing the 7 Element guidelines. Their role is to ad-lib replies to your responses. Have fun with it, but pause to review from time to time the effectiveness of your strategies.