How to Facilitate a Negotiation Role Play

1. Purpose of a Role Play

A negotiation role play creates a controlled environment to practise skills, explore tactics and reflect on decisions. Unlike case studies or lectures, role plays simulate real negotiation dynamics, making learning more memorable and applicable.

2. Preparation Before the Session

✅ Select a Role Play Based On:

• Number of Participants (pairs, small teams, or large groups)
• Difficulty Level (Beginner to Complex)
• Focus Area (e.g. Tactics like open questions, techniques such as concession making, or working in specific team roles)

✅ Print/Share Materials:

• Buyer Briefs
• Seller Briefs
• Observer Sheets (optional)
• Timer Slides, Countdown Clocks or Egg Timers.
• Google Sheet for tracking or templates for multivariable or team play.

✅ Set the Room (or Zoom):

• Create breakout spaces for pairs or teams
• Allocate roles clearly:
  • Buyer,
  • Seller,
  • Observer (if used), and
  • Facilitator

3. Session Structure (Recommended Timing)

Segment Duration Details

1.    (5 - 10 mins) - Welcome & Context
   • Explain the purpose, format, and ground rules
2.    (5 - 8 mins) - Brief Reading
   • Buyers and Sellers read their own brief (individually or together)
3.    (5 - 10 mins) - Preparation Time
   • Each side prepares alone or as a team
4.    (5 - 15 mins) - Negotiation Round
   • Conduct the negotiation (1 or 2 rounds depending on format)
5.    (5 - 10 mins) - Observer Feedback
   • Observer or peers use SEAL or other framework
6.    (10 - 15 mins) - Group Debrief
   • Discuss what was learned, tactics used and challenges faced

Total Time: 45–60 minutes per full cycle (can be shortened for quicker drills)

4. Role Descriptions

Buyer / Seller:

• Stick to the information in your brief
• Apply tactics you want to practise (e.g. mirroring, conditional offers)
• Take notes during the negotiation
• Be open to learning through failure or unexpected outcomes

Observer (optional but powerful):

• Use structured observation tools (e.g. the SEAL method)
• Focus on tactics used, emotional cues, proposal structure, outcome
• Provide evidence-based feedback post-session

5. Using the SEAL Feedback Framework

S – State the tactic or skill

“You used mirroring several times.”

E – Give evidence

“You repeated the other party’s last few words during their proposal.”

A – Offer analysis

“It helped you buy time, but it also softened your own counterargument.”

L – Allocate a level or learning point

“You could push further by combining mirroring with clarifying questions.”

6. Variations to Try

Solo Practice

One person plays both sides or works through a ‘decision tree’

Team Play

Each side has multiple roles (Spokesperson, Data Analyst, Observer)

Observation-Focused

No negotiation—just observe a pre-recorded or live pair and provide feedback

Reversal

Swap roles and replay to understand the other side’s perspective

Time-Pressure

Reduce time to 3–5 minutes to force prioritisation and decision-making

7. Top Tips for Facilitators

• Be Neutral... You are not the judge; you’re the guide.
• Set Clear Rules... e.g. Stay in role. Stick to time. No outside assumptions.
• Use a Timer... to keep momentum.
• Don’t Over-Explain... let participants uncover the dynamic through action.
• Encourage Failure... Safe mistakes lead to the best learning.
• Prompt Reflection... Ask: What would you do differently? What tactic surprised you?

8. After the Role Play

Group Reflection Prompts:

• What was your opening strategy and why?
• What tactic worked well—or didn’t?
• Was there a moment of tension or breakthrough?
• Did anyone concede too early or too much?

Optional Follow-Up:

• Repeat with new briefs or twist a variable
• Ask each participant to set a practice goal for the next round
• Assign a tactic to practise in the next session (e.g. using “If you… then we…”)

9. Template Materials You Might Use

Here’s what to prepare for each role play set:

• Buyer/Seller Brief (A4 PDF or Word)
• Observer Worksheet (SEAL or other)
• Google Sheet Template (for tracking multi-variable deals)
• PowerPoint Countdown Timer Slides (1–5 mins)
• Facilitator Notes (like this guide!)

10. How to Choose the Right Role Play

Tactic-Focused?

Use the 1-variable negotiation card scenarios (e.g. price only).

Realistic Practice?

Use the 2–3 variable Negotiation Cards or specific role play case studies.

Team Training?

Use the 6-variable Negotiation Cards or the more complex scenario role plays with tracking.

Observation skills?

Use pre-recorded negotiation combined with observer templates.

Academic Settings?

Use the professionally written briefs with clear objectives.