Negotiation Activities for Team Building

Negotiation sales & buying race

Team building activity type: Outdoor / Adventure

Team skills: Negotiation, Cooperation, Communication, Planning

Activity description:
In this game, teams are given a limited amount of money, and a shopping list containing a number of traditional, cultural Thai items. Some of the required purchases are hard to find, some are easy, some are expensive and some are cheap. The task is to find the items on the list which takes the team to many places, and then to successfully bargain for the items with the local traders. Because money and time is at a premium, it takes teamwork and negotiation skills to be successful. The game can be done with either supplied transport, or as an added challenge, using public transport which will further test team's ability to plan, cooperate, communicate and bargain. This activity is a perfect partner for the treasure hunt amazing race activity. In this way, teams must divide and organise their efforts to get both tasks complete in the time limit, with some team members concentrating on the negotiation task, and some focusing on the clues and locations from the treasure hunt task.

  • This activity is recommended for the energetic.
  • Encourages planning, communication, leadership, cooperation and negotiating skills
  • This is an adventure team building activity.


Sales Games - advanced selling and facilitative communications methodology.

These exercises are built on the following principles of facilitative sales.

  • The seller's job is to help people understand what their systems require in order to change.
  • Only a person working or living within a culture or system can understand it, that is, the seller can never truly understand the buyer's system because it is so complex and dynamic.
  • People only make a change when they're sure they can manage the resulting chaos.
  • A seller is uniquely positioned to help the buyer discover how to solve a problem within their system.
  • Only the buyer, never the seller, is able to work their way through the decision within the system. However, the seller can help the buyer do this because the seller has the macro view.
  • The buyer needs to recognise all the specifics of what a solution will entail within his or her unique environment.
  • By matching the buyer's unique buying criteria, the seller is a true advisor and can be easily differentiated from the competition.
  • The seller is uniquely positioned to be a brand ambassador for the supplier.

In these activities, groups are split into teams with various roles: buyer, seller and supplier. The aim is for the whole group, that is, all three roles or departments, to be successful. This is the point of facilitative sales. The sellers are only as successful as their clients, and the suppliers are only as successful as their buyers. Thus all three have to work together with the interests of the group as a whole, as well as making sales and therefore money. Teams can compete against each other if time allows, and roles can be changed within the groups to allow for changing dynamics and learning outcomes.



Werewolf is a negotiation based logic game that draws on the powers of persuasion.

Teams must discover the non-team members, or werewolves in their midst, with a series of discussions or negotiations. At the same time, the werewolves work together to eliminate the villagers.

  • This activity is recommended for English speakers.
  • Critical thinking, negotiation and problem solving.
  • This is an indoor team building activity.

Win Win Team negotiation exercise, aka Prisoner's dilemma

Team building activity type: Indoor

Team skills: Negotiation, Cooperation, Communication, Win-Win strategies, Trust

A negotiation game for teams, pairs or individuals. The aim is to win as much money as possible from the 'banker', who is usually the team building facilitator. The banker and the teams keep a record of debits and credits. Each team must choose to either 'Co-operate' or 'Defect' in each round. By cooperating, teams each win a relatively small amount to add to their total, therefore improving their balance at a slow rate. The temptation is to play the 'defect' card. This gives the team who plays it a large bonus of credits. However, of course there is a sting in the tail. Should both teams play the 'defect' card, they both loose a large amount of credits. Teams who give into the temptation of defecting, or who try to win by trickery, usually find out that this ends in a 'lose lose' situation for both teams.

After a few rounds, the facilitator normally gives the teams the chance to negotiate with each other and arrive at a group strategy. A further element focusing on the importance of trust and betrayal can be added by introducing a double bonus round in the last round of the game, when the temptation to betray any agreements will be high. This game helps people reach a conclusive view about the advantages or disadvantages of co-operation, the importance of trust in negotiation, and the ways to reach a solution that is beneficial for both parties.

  • This activity is recommended for all
  • Encourages negotiation as a team, working with other team and win win scenarios
  • This is an indoor team building activity