Page 172 - Communication in Organizations Basic Skills and Conversation Models

Appendix A 161

How much are you willing to spend? What is your best alternative if you can’t find a
usable secondhand bike within a week? Write all these details on a piece of paper.
Negotiate with the seller of the bike. Try to use the overview from Figure 15.1.

Role of negotiator B

You have bought a couple of secondhand bikes. You have fixed up one of them and put it
up for sale in the local newspaper at £300. The bike has ten gears and is probably two
years old. You are planning to do the same with the other bikes but you really don’t have
the time right now since you still have to take some exams at the end of the semester.
You are an enthusiastic racer and in order to make some extra money you buy and sell
used bikes. You have a shed full of old but still usable bike parts. You want to buy
yourself a new bike for £950 next month but you are £400 short.
Write down the minimum amount you want for the bike. Think beforehand what other
possibilities you have to sell and replace spare parts. Also think of an alternative if the
sale falls through. Also write these details on your piece of paper. Negotiate the sale. Try
to use the overview from Figure 15.1.

Role of observer
Evaluate the way in which both negotiators have staged the meeting. Use Figure 15.1. Let
the negotiators check which of the points they had written down were actually used.
Evaluate the role play according to the guidelines in Appendix B on role play (pp. 186–
191).

Exercise 15.2 Where to go on holiday
Divide the group into subgroups of three: two negotiators and one observer.

Description of the situation
A few months ago you arranged with a friend to go on holiday to Greece together. The
friend is someone you usually get along with quite well, but not your best friend. It is
holiday time now and if you still want to leave you have to book as soon as possible.
Neither of you have any means of transport, nor any holiday equipment or cooking
equipment. You have already tried borrowing or hiring it but you haven’t succeeded, so it
is easiest for both of you to book an all-in trip. The most luxurious trip costs £800 and the
least luxurious costs £350. For £800 you get a deluxe hotel with sauna, swimming pool,
tennis courts and a room with a bath, toilet, TV, stereo and telephone. For £350 you only
get a simple room in a type of youth hotel without any facilities. Shower and toilet are
located in the hall and you sleep in bunkbeds. Apart from these two options there are also
other possibilities. For £550 you could have a good hotel with your own bathroom, but no
other facilities. However, the hotel has a pool. For £650 you could have a fairly luxurious
hotel. All bedrooms have bathrooms with bath, shower and toilet and there is also a
television in the room. You both like a bit of luxury. For other expenses such as drinks,