A card based problem solving exercise designed to demonstrate how a win lose situation can be turned into a win-win one by creative thinking and a shared approach to problem solving. Two ‘principal parties’ are pitched against each other in what appears to be a traditional win-lose situation. However, creative thinking and a willingness to search for a solution can result in a win-win outcome. The exercise is designed for a single group of 5-12 members and comes complete with enough materials for three groups. The exercise will take about one hour.

OBJECTIVE
The exercise will show:

• how the outcome of a negotiation can be pre-determined by the attitude of the negotiators;
• how creative thinking and an ‘open’ mind can improve the outcome of a negotiation;
• how the area of negotiation can be expanded to improve the outcome of a negotiation.

HOW IT WORKS
The tutor must arrange the room and cards before the exercise begins. Two members of the group are then selected or volunteer to be the two principal parties to the negotiation. The negotiation is about letters of the alphabet, each letter having a separate ‘tile’ as in scrabble. The object of the two principal parties is to collect a certain mix of letters and the hand that they start with means that they both need a particular letter which is on the table between them. Although they both have spares of some letters and could easily give these away without cost, the only copy of the critical letter known to them is the one on the table. It appears impossible that they should both win. Unknown to the principal parties several of the observers (remainder of the group) also have letters. They have been instructed to conceal their possession until one of the principal parties seeks to involve them in the problem. The mix of letters given to one of the observers includes a duplicate of the critical letter, which is of no special value to the observer. It therefore becomes possible for one of the principal parties to make an exchange with an external party and bring a second copy of the critical letter into the negotiation. Both of the principal parties can then meet their need and a win-win option exists.

WHAT PARTICIPANTS WILL BE DOING
Two participants will try to solve a problem while the remainder observe their behaviour and answer questions directed to them.

FOR WHAT LEVELS IS IT APPROPRIATE?
All those interested in negotiation and creative problem-solving.

INCLUDED
Tutor manual; Letters; Cards and all supporting documentation.

COST
£135 plus Vat and delivery