Peak Negotiator Simulation

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Peak Negotiator Simulation

Negotiation Skills Building Simulation Game

Peak Negotiator is a challenging business game that sharpens tough negotiation and bargaining skills on price and conditions. The game is not about sales, it is about negotiations that start when sales process ends by customer saying “Yes, I am ready to buy it, but let’s talk price”. The form of Peak Negotiator Game is negotiations tournament among 4 teams, where each team member plays 12-18 negotiation matches either one on one or in other combinations with players from other teams.

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KEY OUTCOMES

In real life tough bargaining skills are usually trained by tough clients and in first “training sessions” people usually don’t win. Such negotiations usually do not occur more than once a month, however to develop a good skill, experience of a minimum of 10-13 negotiations is needed. Such learning with real clients takes a lot of time and costs big money for the company and usually results in excessive discounts and concessions (or short-received discounts for purchasing).

The main task of Peak Negotiator Game is to give players the necessary experience of 10-13 tough bargaining negotiations in 2-3 days of training, thus saving a year of time and a lot of button-line money for the company. The skills learned are very useful for reaching better terms and conditions for your contracts as well as for protecting yourself from the same skills used on you by others.

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TARGET AUDIENCE

  • Key account managers and their assistants, B2B sales force, sales managers.
  • Purchasing agents and managers
  • Executives and middle management that conduct negotiations with other parties outside the company.
  • Negotiators, lawyers, entrepreneurs and others.
  • The game is also very useful and well perceived by people who have already participated in negotiation trainings, especially more theory based ones.
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GAMEPLAY

Negotiation Matches

All players within the group are split into pairs. The first negotiations match is held around just one criterion, for instance, one player is selling a house, the other is buying, and in 13 minutes they must agree about the price. Each player has his position – minimum and maximum limits (secret to others), there is a zone of agreement where positions of two players overlap. The match ends when parties come to an agreement. Afterwards, both players reveal their positions and the match outcome is determined and measured in victory points and salary bonus. The farther in your favor from the mid-point of the agreement zone is the agreed-upon price, the more victory points you get.

Then negotiation partners give each other honest feedback about negotiation strategies and tactics that worked and those that need improvement.

Situations gradually become more difficult, matches become longer, and negotiations are held within 2, then 3 and up to 5 criteria (for example, price, delivery time, warranties, terms of payment, volumes, bonuses and etc.) Also, instead of pairs, in some matches more people participate like 1:2, 1:3 and 2:2.

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Gameboard

The gameboard contains scoring table that keeps each player’s score of victory points. It also keeps Situation cards, Answer Cards, Impact and Risk cards. The more victory points the player has earned the more difficult situations he gets to play. Gameboard also is the one that chooses the best equal-experience partner for the next match of negotiations.

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Teamwork and Competing Teams

All players are divided in 4 teams where teammates do not play with each other in matches. After several matches, the whole team comes together for defining team’s strategy and learning from each other. Stronger team members can help the weaker ones, by choosing to participate in their negotiations as coaches. They also have to decide on how to best play Impact and Risk cards to maximize their result. Team that has the most victory points wins.

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THEORY

There are approximately 25 different tough negotiation strategies and tactics. People without negotiations training experience usually are aware of about 8 but in practice use no more than 5, especially under stress.

Depending on group’s experience we can combine the game with theory, when necessary. In this case the trainer, after each 2 negotiation matches, reveals 5 new negotiation strategies or tactics that participants have to employ in their next negotiations. After next 2 matches 5 more strategies are revealed (total of 10), and so on. Thus participants have a chance to practice under stress and thus learn up to all 25 strategies. This is the 3 day version of the game.

[icon icon=”notebook”] GAME FACTS

  • Game duration – maximum 3 days (24 hours), minimum – 1 day (8 hours).
  • Group size – 8-25 people
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[icon icon=”smiley”]Our Clients Say

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Liga Garkusha, NugaBest L&D Manager, talks about their experience with Peak Negotiator simulation game and benefits of having this game in-house.

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[one_third] [testimonial author=”Vladimir Hasanshin, Metkombank, HR Director”]

Dynamic, productive, intelligible!!! Our own expertise was systemized, adding some new experiences. We had a great time during the strategic retreat and we also got many great ideas for work with some of our “tough” clients.[/testimonial]

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[two_third_last] [testimonial author=”Aleksey Vimpelcom (Beeline), Training Manager”]

The Peak Negotiator game is very dynamic, interesting, highly charged. Information is presented in an easy-to-understand way, there are vivid, easy-to-remember characters used. Many things, even those known before, are seen in a different light. Even if unconsciously we have applied these negotiation strategies before, now we have concrete tools, that will come very useful in our work and real life. Now we use this game in all our offices.[/testimonial]

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