Week 23: Effective Use of Exercises in Training

Trainer should have several exercises in the trainer’s kit. Choice of exercise/s is to be cautiously made keeping in mind the capacity of the trainees and the objective of the training. An exercise which is to be given in refresher course cannot be given in 40 hours’ training. Nothing which is irrelevant to the topic under consideration should be introduced by way of exercise. No exercise should be given without proper preparation. 

There are three ways of introducing an exercise.

1. Define and explain the concept and then use the exercise to strengthen the concept.
2. Give the exercise to the trainees. Then define and explain the concept, and make the trainees corelate the concepts to the exercise done.
   This method is generally adapted in refresher courses.
3. Use the exercise independently and by using the technique of facilitation strengthen the concepts while debriefing. This method is generally adapted in advanced training

Example:

Concept

Types of negotiation and Bargaining  

1. Co-operative negotiation and
2. Competitive negotiation.    
3. Distributive Bargaining 
4. Interest-based Bargaining

Exercise Chosen

“CARDS CUT INTO TRIANGLES” exercise.

Logistics  

Step 1 – Find out the number of trainees.

Step 2 – Take double the number of square cards of equal size. If there are 25 trainees, take 50 square cards of equal size. It is better to take thick cards instead of paper sheet.  

Step 3 – Cut each card into 4 equal triangles.

Step 4 – Mix well all the triangles.

Step 5 – Choose eight assorted triangles for each trainee.

Step 6 – Distribute 8 assorted triangles to each trainee. 

Step 7 – Make a group of three trainees.

INSTRUCTIONS TO BE FOLLOWED BY THE TRAINER

1. Several square cards of same size are to be taken. 
2. Each Card is to be cut into 4 triangles.
3. All the triangles are to be mixed up. 8 Assorted triangles are to be given to each person
4. Three persons are to be in each group.

Exercise

(instructions below can be written on the board, or displayed on slide. It is ideal to also read the instructions for clarity).

Each person has to form 2 square cards, by getting the appropriate triangle/s from others. Trainees are free to work within the group and move on to the persons from other groups also to get the triangle/s to complete the squares.

End Result

Each should have two Square cards on the table.

Time Given

15 minutes

Trainer’s Role

1. Silently sit in a corner and observe how the trainees are negotiating with each other to get what they should get.
2. Find out the styles they are adapting.
3. Understand the type of bargaining each is using.

After 15 minutes

Find out how many have been successful in getting the squares.

Ask them to explain the strategy they adapted.

If only less than 5% of the group are successful, trainer has to request the trainees to redo the exercise.

Repeated Exercise

Mix all the triangles again. Give 8 triangles to each trainee. Form a group of three.

Ask each group to sit and see whether they could get a square.

Ask only one trainee from one group to move on to the next table and find the suitable triangle to complete the square. Ask that trainee to keep moving to all other groups until he/she finds all the triangles to complete 6 squares. (2 squares for each trainee).

The extra triangles left with the trainee can be asked to be placed on a table.

Now, the trainee from the next group moves from table to table and finds out the triangles to form the squares.

See to it that within 10 minutes the exercise gets over.

This exercise helps to reinforce the concept of handling multiparty negotiations.

Third Repeated Exercise

Make all the trainees sit on either side of the big table.

Spread all the triangles. Ask them to choose one person as a leader and pick up and arrange the triangles as a square.

Instruct them not to speak.

Debriefing by the Trainer

The three methods of this exercise take us to different levels to reinforce the following concepts:

1. CO OPERATIVE NEGOTIATION
   At times it is not possible to find solutions to our problems without the co-operation of our opponent/s.
2. LEARNING THE SKILL OF SETTING AN ATMOSPHERE:
   Mediator facilitates the parties to negotiate with each other in a controlled atmosphere.
3. DISTRIBUTIVE BARGAINING:
   In order to get something in negotiation, you may have to give away something.
4. DIVIDING THE PIE
   Give something and get something.
5. INTEREST BASED BARGAINING:
   You are explaining why you want something but not something else. You are giving that piece which you do not want to the person who badly wants it.
6. COMPETITIVE NEGOTIATION:
   Does not give favorable results in mediation.
   ‘I should win and others should lose’ attitude will not be appreciated.
   In Competitive negotiation there is confusion, chaos, threat, superiority as everyone is focused on what one should get and what others should not get.
7. COLLABORATIVE APPROACH:
   1. All can sit together across the table
   2. Separate people from the problem
   3. Apply principles of principled negotiation one after the other, step by step.

Advantages of the Exercise

Trainees understand the theoretical and practical aspects of negotiation.

Professionalism is developed in the trainees.

Caution  

Trainer should handle this exercise very carefully, in a strict and methodical manner, without compromising on the professionalism of the trainer. 

What Next?

The above exercise can be given in advanced training in the forenoon session, and in the afternoon a practical role play is to be given asking the participants to focus on various concepts of negotiation.

A facilitation exercise is to be followed to see the level of understanding of the trainees.

COMMON MISTAKES BY THE TRAINER

1. Trainer gets inspired by this exercise and jumps to get this exercise done without preparation.
2. Trainer does not get prepared with logistics.
3. Trainer does not give instructions properly.
4. Trainer does not observe the trainees while they are doing the exercise.
5. Trainer gives the exercise without understanding the concept to be reinforced.
6. Trainer does not prepare points for debriefing
7. Trainer does not prepare for facilitation.
8. Trainer demonstrates lack of professionalism
9. There is utter chaos and confusion everywhere. Situation goes out of the control of the trainer.
10. Trainer addresses the concerns of one or two without addressing the entire group of trainees.

ADVANTAGES TO THE TRAINER

Highest level of professionalism of a trainer can be demonstrated through this exercise.

The competence of a trainer gets noticed and appreciated when this exercise is handled professionally.

“I am always doing that which I cannot do, in order that I may learn how to do it.”

Pablo Picasso

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(All copy rights reserved by the author S.Susheela)