Inspiring Leadership in Immigrant Communities - ILRC

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Inspiring Leadership in Immigrant CommunitiesJanuary 2003Chapter 7Training Unit—Negotiation Skill Building§ 7.1 Introduction to NegotiationsThis session is designed to teach some of the skills involved in negotiating. The teachingmethods include group discussion, lecture, and a series of group exercises that involve practicenegotiation sessions. It is advisable to have enough co-trainers available so that one co-trainercan facilitate each group of 10 participants. (2 hours, 15 minutes)The premise behind this session is that negotiating is a skill that everyone has and uses on a dailybasis in a variety of settings. Usually immigrants, refugees and others do their negotiating in thefamily, work or consumer settings. Although they might not think of what they do in persuadingtheir children to go to bed at a reasonable hour as negotiating, it involves many of the same skillsand thought processes as negotiating with one’s landlord or the principal at a child’s school.§ 7.2 AgendaReview the following agenda with the participants before beginning the session:Introduction and Overview of the Agenda (5 minutes)Group Discussion on Negotiation (20 Minutes)Presentation on Negotiation Strategies (20 Minutes)Group Exercises (70 minutes)Debrief the Group Exercises (20 minutes)§ 7.3 Group Discussion on NegotiationsFacilitate a discussion on negotiations following the outline below. Comments in italic type arenotes to you, the trainer. Questions in CAPITAL LETTERS are for you to ask of the participants.All other text is for you to tell the participants.1. What is negotiation?Ask leaders questions to elicit basic information about their past experiences with negotiation.Sample questions follow:HAVE ANY OF YOU EVER NEGOTIATED WITH YOUR CHILD’S SCHOOL, A STORECLERK, A NEIGHBOR, A LANDLORD, THE INS OR ANY OTHER INSTITUTIONABOUT ANYTHING?7-1
Inspiring Leadership in Immigrant CommunitiesJanuary 2003Allow them to give short examples. If they don’t think they have any to contribute, then suggestsome such as:Every time we ask someone to do something, we’re negotiating. Everyone (leaders, trainers,community members) has experience negotiating somewhere in his or her life, whether it istrying to get child to clean up room, or trying to convince the boss to give you a day off, orreturning a sweater received as a gift.a. Formal vs. informal negotiationIntroduce this topic by saying, “Many of our experiences in negotiation are informal(with family, friends, etc.). Although negotiation with INS and other institutions isdifferent, they require many of the same skills of persuasion.Discuss some of the differences. You may also ask the participants the followingquestions to elicit this information:WHAT ARE SOME OF THE DIFFERENCES BETWEEN INFORMAL ANDFORMAL NEGOTIATIONS? FOR INSTANCE, HOW IS NEGOTIATION WITH AGOVERNMENTAL INSTITUTION LIKE YOUR CHILD’S SCHOOL OR THE INSDIFFERENT FROM NEGOTIATING WITH YOUR FAMILY?Some possible answers: INS and your child’s school are more formal and have morepower, INS is “meaner,” may need to make legal arguments to them sometimes.b. Negotiation vs. legal argumentationIntroduce this section by saying, “Sometimes, not always, using ‘legal authority’ can bean important tool in negotiating with governmental agencies such as the INS. It is good touse the facts or the story of what happened and, when necessary for you to get anadvantage, it may be useful to find out what the law says and use what the law says too.Sometimes you must be prepared with legal arguments or bring a lawyer who is preparedwith legal arguments as to why your position is the right one.”2. Types of power that clients and organizations might haveLead a very quick brainstorm on tactics of persuading an institution to agree with your position.Trainer should write ideas on board. Sample questions follow:WHAT TYPES OF POWER DO YOU AS LEADERS HAVE?WHAT TYPES OF POWER DOES YOUR COMMUNITY HAVE?WHAT TYPES OF POWER DO COMMUNITY-BASED ORGANIZATIONS HAVE?7-2
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Inspiring Leadership in Immigrant Communities - ILRC

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