Style Battle Slides Style Battle Slides
Lesson 1: Introduction to Negotiation Styles
Briefing ID: L1-NEG-STYLES
THE ARM
WRESTLING TRICK
The Objective:
Get as many points as possible for yourself.
1 Point = Your opponent's hand touches the table.
You have 60 seconds.
WHAT JUST HAPPENED?
Competitors
Fought hard to pin the other person. Barely got any points.
Win-Lose Mindset
Collaborators
Quickly agreed to move hands back and forth together. Got 30+ points.
Win-Win Mindset
Avoiders
Didn't see the point. Sat still or barely tried.
Lose-Lose Mindset
THE TACTICAL GRID
ASSERTIVENESS
Cooperativeness
COMPETE
My way or the highway
COLLABORATE
Let's find a better way
AVOID
Not now, thanks
ACCOMMODATE
Whatever you want
COMPROMISE
Middle Ground
TACTICAL SELECTION
COMPETING is for...
Emergencies, unpopular but necessary decisions, protecting yourself from exploitation.
ACCOMMODATING is for...
When you realize you're wrong, when the issue is more important to the other person, building "social credit".
AVOIDING is for...
Trivial issues, when you need to cool down, when you have no chance of satisfying your concerns.
COLLABORATING is for...
Merging different perspectives, gaining commitment, when both sets of concerns are too important to compromise.
Tactical Styles Assessment Tactical Styles Assessment
Negotiation Style Self-Analysis Briefing
Mission File
L1-DOC-001
Operative:
Date Code:
Part I: Response Analysis
Think about a recent conflict you had with a friend, parent, or teacher. Rate how likely you are to use these strategies (1 = Never, 5 = Always).
1. I push hard to get my way, even if it upsets the other person.
1
2
3
4
5
2. I usually give in to keep the peace and stay friends.
1
2
3
4
5
3. I try to find a "middle ground" where we both give something up.
1
2
3
4
5
4. I prefer to stay out of the argument entirely if I can.
1
2
3
4
5
5. I spend time listening to the other person so we can find a creative solution together.
1
2
3
4
5
Part II: Tactical Scenarios
Scenario: The Group Project
You and a partner disagree on the topic for a final presentation. You want to do it on Space Exploration, but they want to do it on Deep Sea Life. Neither of you wants to budge.
Analysis:
What would a COMPETING response look like?
What would a COLLABORATING response look like?
Reflection
Based on the arm-wrestling activity and the assessment above, what is your primary "default" style? Why do you think that is?
Deep Dive Slides Deep Dive Slides
Lesson 2: Positions vs. Interests
Briefing ID: L2-NEG-INTERESTS
THE
ORANGE
Two people are fighting over the last orange in the kitchen. They decide to be "fair" and cut it in half.
The Result:
Person A peels their half, eats the fruit, and throws away the rind.
Person B grates the rind of their half for a cake and throws away the fruit.
A 100% waste of potential.
THE INTEREST ICEBERG
WATER LINE
POSITIONS
What they say they want.
"I want the orange!"
INTERESTS
WHY they want it.
"I'm hungry for a snack."
"I need the zest for a recipe."
DECODING THE POSITION
1
Ask "Why?"
"Why is that important to you?"
2
Ask "Why Not?"
"Why not do it this other way?" (To find hidden fears)
3
The Golden Rule
Attack the PROBLEM, not the person.
Expand the Pie
Negotiation isn't just about one thing. Look for other "variables" to trade:
Timing
Reputation
Relationship
Quality
Interest Iceberg Worksheet Interest Iceberg Worksheet
Decoding Demands into Needs
Protocol Case
L2-DOC-002
Student:
Date:
The Decoder Table
For each demand below, brainstorm at least two hidden interests that might be "under the water line."
The Position (The Demand) The Interest (The "Why") "I need to use the family car this Friday night!"
Teen to Parent
|
1. __________________________________________________
|
|
"I want 10% more pay for this internship."
Student to Manager
|
1. __________________________________________________
|
|
"We are NOT working with the Robotics Club on this!"
Club President to Members
|
1. __________________________________________________
|
Expanding the Pie
Most conflicts aren't about just one thing. Think of three other "values" you could bring to a negotiation besides money or a single object.
Value A:
Value B:
Value C:
Mastery Check:
If a negotiation seems stuck because both sides want the same thing, what is the first question you should ask?
Power Plays Slides Power Plays Slides
Lesson 3: BATNA and Power Dynamics
Briefing ID: L3-NEG-BATNA
B.A.T.N.A.
Best
"What is the best you can do if this deal falls apart?"
WHERE DOES POWER COME FROM?
NOT LOUDNESS
Shouting or being "tough" often hides a weak position.
LEVERAGE
Power is the ability to walk away.
PERCEPTION
Does the other side think you have a good BATNA?
PRO TIP
The Walk-Away Point
If the deal they offer is worse than your BATNA...
DO NOT SIGN.
CALCULATING LEVERAGE
Case A: The Job
You are negotiating a salary for a summer internship. You have no other offers and you need the money for a trip.
BATNA: Poor (Stay home, no trip)
Your power: Low
Case B: The Job
Same internship, but you already have three other companies offering you the same pay.
BATNA: High (Take one of the other 3 jobs)
Your power: High
NEVER ENTER BLIND
Before you walk into the room, you must know your
IDENTIFY
What are your alternatives?
IMPROVE
Can you make your alternatives better?
EVALUATE
What is their BATNA?
BATNA Blueprint Worksheet BATNA Blueprint
Strategic Leverage Assessment
Tactical Protocol
L3-DOC-003
Operative:
Date:
Task 1: The Alternative Scan
For each situation below, identify the possible "Best Alternative to a Negotiated Agreement" (BATNA) and rate your leverage from 1 to 10.
A. Buying a Used Bike
You are negotiating with a neighbor for a mountain bike. It's exactly what you want, but they're asking $300, which is your entire savings.
Potential BATNA:
e.g., Look at other sellers on Facebook Marketplace...
Leverage (1-10)
/ 10
B. The Curfew Conflict
You want your curfew extended from 9:00 PM to 10:30 PM for a specific school event. Your parents are worried about safety and late-night driving.
Potential BATNA:
Leverage (1-10)
/ 10
Task 2: Strengthening your BATNA
Choose ONE of the scenarios above and describe two specific actions you could take before the negotiation to increase your leverage.
Action 1:
Action 2:
KEY TAKEAWAY:
Power isn't about how loud you talk. It's about how many options you have if you say "No."
Creative Trades Slides Creative Trades Slides
Lesson 4: Generating Options for Mutual Gain
Briefing ID: L4-NEG-OPTIONS
GENERATING OPTIONS
Rule 1: Separate the Person from the Problem
Focus on interests, not personalities.
Rule 2: Suspend Judgment
Don't say "that's a bad idea" during the brainstorm. Just get it on the board.
Rule 3: Look for Mutual Gain
Find things that are low cost to you but high value to them.
Quantity
THE ART OF THE BUNDLE
Single Item Trade
"I'll give you $50 for that ticket."
Zero-Sum / Distributive
One person wins, one person loses.
The Package Deal
"I'll give you $40 for the ticket, PLUS I'll drive you to practice all week, AND I'll swap my Saturday shift with you."
Integrative
Value has been created for both parties.
LOG-ROLLING
Person A
- High value on TIME
- Low value on MONEY
Person B
- High value on MONEY
- Low value on TIME
THE SWAP
"Trade something that matters more to them than it does to you."
Market Swap Cards Market Swap Activity
Multi-Party Resource Trading Simulation
Activity Pack L4
The Challenge
1. Your Inventory
You will receive a card with 3 resources. Some you have plenty of, some you need.
2. The Goal
Complete your "Master Set" by trading with at least 3 different people.
3. The Win
A successful trade is one where BOTH parties end up closer to their goal.
The Baker
ID: BK-01
HAVE (Abundant):
5 Bags of Flour
NEED (Urgent):
Fresh Strawberries
HIDDEN INTEREST:
I also need help delivering the cakes on Saturday morning.
The Farmer
ID: FR-02
HAVE (Abundant):
Infinite Strawberries
NEED (Urgent):
Clean Water Barrels
HIDDEN INTEREST:
I have a large truck but I'm low on gas money.
The Carpenter
ID: CP-03
HAVE (Abundant):
3 Water Barrels
NEED (Urgent):
Flour (to make hard-tack)
HIDDEN INTEREST:
I can fix anything but I'm hungry right now.
The Merchant
ID: MT-04
HAVE (Abundant):
Gas Money ($$)
NEED (Urgent):
Finished Goods (Cakes)
HIDDEN INTEREST:
I need storage space for my extra goods.
Trade Journal
Successful Bundle Created:
Obstacle Faced:
Final Showdown Slides Final Showdown Slides
Lesson 5: The Final Negotiation Simulation
Briefing ID: L5-NEG-FINAL
PROJECT: OAK GROVE
The city owns a 5-acre lot downtown. It has been vacant for 10 years.
Four major groups are fighting for the space. The City Council will only approve a plan if Consensus (all 4 agree) is reached.
The Stakeholders:
Luxury Condo Developers
Environmental Preservationists
Local Small Business Union
Homeless Advocacy Network
RULES OF ENGAGEMENT
1. ROLE FOLDERS
Open your envelopes. Do NOT show your private interests to other groups.
2. TIMELINE
- 10m: Internal Strategy
- 20m: Open Negotiation
- 10m: Final Draft Submission
3. SUCCESS CRITERIA
You must have a signed document including specific land allocation and "Bundled Trades."
THINK LIKE A PRO
What is your BATNA?
If no agreement is reached, the city builds a parking lot. Is that okay with you?
Who is your natural ally?
Which group's interests might overlap with yours?
The Goal
"Maximize Value, Don't just Split it."
Can the developers build on top of the shops?
Briefing Envelopes Roles Confidential Briefing
Project: Oak Grove
STAKEHOLDER FILE
EYES ONLY
ASSIGNED ROLE:
__________________________________________
Role: Apex Real Estate
Public Position:
"We want to build high-end luxury condos to bring tax revenue to the city."
Secret Interests (Hidden):
You only actually need 2 acres for your project.
Your investors will pull out if the project isn't announced in 30 days.
You have a huge marketing budget you could share with local shops.
Role: Green Earth Alliance
Public Position:
"The entire 5 acres must become a permanent protected forest and park."
Secret Interests (Hidden):
Your main concern is protecting three 200-year-old oak trees on the south corner.
You have a $200,000 grant for landscaping and paths you could share.
You are open to building if the buildings are 100% solar powered.
Role: Downtown Business Union
Public Position:
"We need a new open-air market and parking for our customers."
Secret Interests (Hidden):
Parking is your #1 priority; customers are avoiding downtown because of it.
You hate the Developers because their last project blocked the view of your shops.
You would support a park if it allowed local vendors to sell there for free.
Role: Horizon Advocacy
Public Position:
"This land must be used for a 100-bed homeless shelter and resource center."
Secret Interests (Hidden):
A massive shelter is actually hard to manage; you'd prefer scattered-site housing.
You need jobs for your clients more than just beds.
You would agree to a smaller shelter if the developers promised to hire your clients for construction.
Strategic Planning
My BATNA:
If no deal is made, the city builds a parking lot. How bad is that for you?
The "Ideal Bundle":
What is one creative trade you can offer to another group?
Negotiation Sequence Overview Slides Teacher COLLABORATIVE NEGOTIATION
9th Grade | Relationship Skills Sequence
01
Styles
02
Interests
03
BATNA
04
Options
05
Simulation
CURRICULUM ARCHITECTURE
Core Philosophy
Move students from Zero-Sum Thinking (I win if you lose) to Integrative Thinking (How can we both win?).
Assessment Strategy
- Formative: Self-assessments and Interest decoders.
- Practical: Multi-party resource trading.
- Summative: The signed "Oak Grove" agreement.
Essential Question
"How can we structure negotiations to maximize value and create sustainable agreements?"
FACILITATOR'S GUIDE: OAK GROVE
The Hidden Math
The 5-acre lot is physically too small to fit the full public demands of all 4 groups. They must bundle interests to succeed.
Pacing is Key
Do not let the "open negotiation" phase go too long without a progress check. At the 10-minute mark, ask: "Has anyone found a creative bundle yet?"
Win-Win Examples to Prompt:
Condos built on top of the shops + Homeless hiring agreement.
Roof-top "Preservation Forest" + Small Business vendor rights in the park.
Underground parking (Businesses) + High-density solar housing (Advocacy/Preservation).
