Double
or Nothing
1. To explore negotiating techniques in relation to culture and values
2. To determine what strategies are most helpful in negotiating across cultures
TIME: 15 Minutes
EQUIPMENT: Flip chart
MATERIALS: None
1. Explain that the people participating in this exercise must be willing to risk losing one dollar.
2. Divide the group into pairs and explain that the goal of this exercise is to negotiate so that the winner ends up with two dollars.
3. Tell the group they will have 10 minutes to negotiate and they can use whatever strategies they decide on in order to win. For example, one person might offer to sell someone else his or her lunch for a dollar, or might offer to type a report, or find some other service for which the partner is willing to pay.
4. When the time is up, ask the group the following questions:
What were the winning strategies?
What could the losers have done differently?
How might knowing about diversity issues make a difference?
For example, did knowledge about values come into play? If so, how?
What about assumptions and perceptions?
5. Flip chart the responses.
DEBRIEF
Refer to the flip chart responses. Point out that the more we know about another person and his or her culture and values, the easier it is to get what we want and to create work situations that are "win-win."
TRAINER’S NOTES
Here is an opportunity to discuss briefly negotiating across cultures. The focus should be on identifying those values important to different people. By listening to what strategies were used, you can tie them into culturally rooted values. To learn what did or did not work, discuss the possibility that biases, assumptions, and stereotypes might have been a deterrent.
