Acting Bargaining

From Peacebuilding

Contents 1 Note 2 Purpose 3 Time 4 Participants 5 Materials 6 Process 7 Debriefing 8 Handout – Acting Bargaining: Script for Actors

Note

This activity can be used when introducing positional bargaining. A script is given to two volunteers who will act it in front of other participants. The script simulates a bargain between a customer and a shopkeeper; the negotiation is a sequence of positions.

Purpose

To explore positional bargaining.

Time

At least 15 minutes (5 minutes for acting, 10 minutes for debriefing). Debriefing can take longer if needed.

Participants

At least two participants.

Materials

• Flip chart papers;
• Felt-tipped markers;
• Handout of “Bargaining, sheet for actors” (see below.)

Process

I) Ask for two volunteers, possibly a woman and a man. Explain that they will be asked to act, based on a script you will hand them. Distribute the handouts to volunteers and allow sufficient time for reading.

II) While volunteers are reading, explain that we are going to conduct an activity that will help participants start exploring negotiation.

III) Ask volunteers to act.

IV) When finished thank participants and invite them to return to their seats.

Debriefing

The following questions are not normative. You can use these and/or other questions as the situation and your judgement requires. The purpose is to explore the interaction as a sequence of positions.

• What happened?
• What are the main characteristics of this interaction?
• How do you feel about what happened?
• What did you learn?
• How would you have acted differently if you were the customer?
• How would you have acted differently if you were the shopkeeper?
• How would you behave differently if it was up to you to decide what to do?
• What tends to happen in situations like this?
• What was the interest of Sasa? Of Selma?
• To what extent have Selma and Sasa explored and made explicit their interests?
• What difference can make for people who negotiate to explore their interests?
• To what extent the expression “digging into your position” helps to define this interaction?
• What happens when people who negotiate tend to dig into their positions?
• What can be done to avoid digging into positions?

Note:

You can adapt or re-write the script in the handout to make it more suitable for the specific workshop location and participants.

Handout – Acting Bargaining: Script for Actors

Situation: 11.30 AM, Sarajevo city centre. Inside a shop of traditional handicrafts and antiques. A cloudy day.

It goes like this:

Sasa (customer): This silver dish is very beautiful. It looks old.

Elma (shopkeeper): Yes indeed, it’s very old. I’m glad you noticed it. It’s one of the best pieces we have.

S.: How old is it?

E.: We reckon it was made at the beginning of the 19th century.

S.: How much does it cost?

E.: Well, sir… it’s a great rarity. I don’t know if we can sell it.

S.: What do you mean? Isn’t this a shop?

E.: Yes, but this is an extremely rare – and I would say unique – artefact.

S.: So how much does it cost?

E.v: Well, if we could sell it (and I’d have to call the owner,) we’d never let it go for less than 2,000 dollars.

S.: 2,000 dollars for a dish? That’s unbelievable! Who do you take me for? One of those rich expatriates working for international organisations?

E.: Sir, as I told you, it’s something very special. I couldn’t consider anything under 2,000 dollars.

S.: If I were to buy it, I wouldn’t give you more than 200 dollars.

E.: Then you won’t buy it. It’s a beautiful antique, as you can see.

S.: Yes, yes… but it’s scratched in a few places, and the silver is tarnished. If it’s as rare and expensive as you say, you don’t seem to take much care of it.

E.: It’s just old. Listen sir, I might consider a serious offer, but 200 dollars is absolutely ridiculous.

S.: OK. I could go up to 500 dollars. That’s the maximum I’ll pay. Not one dollar more.

E.: That’s impossible! This dish is worth thousands of dollars. You could sell it for much more. I won’t accept anything less than 1,800 dollars.

S.: Come on! I know the game you are playing. Here’s 700 dollars, and the deal’s done.

E.: I’m sorry. That’s unrealistic. 1,600 dollars is my final offer. Take it or leave it. And I’m still not sure the owner’s willing to sell the piece. He probably wants to keep it in the shop.

S.: You’re giving me a hard time. I just want to give my wife a beautiful present for her birthday and you carry on asking for these ridiculous prices.

......(and so it goes on)