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Booklet 2
Rôle-play Moderator

 

Anne  •  Your coach

The other two players play the roles of customer and seller. They must negotiate the price of a stool, without knowing the other's situation. 
Here are their objectives:

-  The customer has 80€; he must buy it at the lowest price possible to make savings.

- The stool cost the seller 40€; he must sell it at the highest price possible to make profit.

As a moderator, you must not influence the negotiation. Only intervene if one of the players doesn't understand the rules.

You have the best role: don't say anything and analyze the players' behavior to determine who negotiates better (you learn when you listen, not when you talk :))

 Anne  •  Your coach

Once they have an agreement, you must determine the winner. For example, if the negotiated price is 50€ :
- The customer saves 30€  (80€-50€=30€)
- The seller makes a profit of 10€ (50€-40€=10€)
 ​ ​​ ​→ The customer wins!

If the price is lower than 60€, the customer wins. Otherwise, the seller wins. If they don't have an agreement before the end of the workshop, both players lose.

Let the games begin! 

Read the rest of this booklet while the other two players negotiate.

Anne  •  Your coach


To see who negotiates better, look at this: 
> Which player announces a price first? 
A good negotiator is more interested in getting information than in convincing. It is best to let the other player announce a price first, as this gives information about his situation.
For example, if the customer offers a price of 60€, he has lost before he started. It would have been better to ask the seller what his price was.
 >  Who negotiates the price up/down the most? 
A good negotiator is demanding; he doesn't ask to go up/down 5€, but rather 30€. 

> Does a player digs in his/her heels? 
 It can happen that a player feels that he is being "fooled". He can dig in his heels and the other player hasn't won anything. In this case, the other player should have asked questions instead of insisting more.

> Which player talks more? 
A good negotiator asks questions to get the other player to talk. This gives the other player confidence and allows you to be more demanding, without appearing aggressive.

At the end of the game, explain what the players could have done to negotiate better.