Scenario 2E: Negotiating to Lead a Project at TechHQ
This scenario involves two employees negotiating who gets to lead a project at TechHQ.
Role-Play Scenario
You have just heard that your organisation (TechHQ) has secured a contract to complete a special project from their top client. It has taken several months for the organisation to obtain the contract and they need a team leader to lead the project. The opportunity to lead the project could result in further opportunities and the potential for future promotion. Only one team member can be promoted to the lead role. You (Amanada) are very keen to lead your very first project, however, Hunter also expressed interest in the lead role. The organisation has asked you and Hunter to work out who should lead the project. Let the negotiation begin!
Photo by Jess Bailey on Unsplash
Role-Play Instructions
- Organise participants into groups of 3 and allocate roles (Employee Amanda, employee Hunter, observer)
- Ask participants to read the role-play scenario information
- Suggested role-play time is 50 minutes
- Preparation time: 10 minutes
- Role-play time: 20 minutes
- Debrief time (observer to also provide feedback to role players): 10 minutes
- Group debrief time: 10 minutes
Role Player 3: Observer
As the observer, your role in the scenario is to observe the relationship and conversation between the two players in the negotiation. Part of your role is not to make judgements or interrupt the role play, but rather take notes on the negotiation. Taking observation notes will be a critical part of the debrief, where you are able to provide the role players with your perspective on how the negotiation went. To assist with taking observational notes, here are some questions to consider:
- Were non-verbal cues utilised? If so, what and by whom?
- Were any negotiation tactics utilised? If so, what and how did the other party respond?
- What negotiation skills were evident?
- Did one/both parties need to compromise and if so, explain what and how?
- Was an agreement reached? What was it?
- What could the role players do differently in the negotiation?
Post Role-Play Debrief Questions
At the conclusion of the role-play, it is imperative that the participants are given the opportunity to debrief with each other and other role-playing groups. It is also important for the observer to provide the role players with feedback on what they observed in the relationship and conversation between the two players in the negotiation. The debrief should be prefaced by first outlining the importance of feedback in the spirit of learning through action and reflection and not seen as the opportunity to highlight weaknesses or communicate criticism. The following questions can be utilised to guide the debrief process, with the ability to include further content-specific questions on the negotiation process and/or skills in accordance with your curriculum.
- How did you find the role-play exercise?
- What went well in the role-play?
- What did you find difficult about the role-play?
- What would have helped improve your experience in the role-play?
- What would you do differently next time you negotiate?
- What skills were evident in the role-play?
