1. Preparation and Planning
2. Definition of ground rules
3. Clarification and justification
4. Bargaining and problem solving
5. Closure and implementation
Following this we were split into groups of six which were further divided into teams of three. One team took on the role of an advertising agency and the other took on the role of an accounting firm. The aim of the exercise was to negotiate a win-win solution to link the two in a business partnership for the long term. Unfortunately, in the time we were allocated, our team only reached step 4 - bargaining and problem solving.
We were having some issues in settling on a mutually acceptable price (both teams had been briefed that they were not permitted to pay/accept more/less than a fixed amount - these amounts were too far apart). Although we expanded the pie, neither teams were willing to break the rules, even though we were also briefed that we were aiming to establish a long-term relationship.