What Merchants is about
Venice, the 15th century. You step into the shoes of Carlo Vecchio, a young and hungry merchant whose dream is to become the greatest trader of his time. To get there, you have some very special mentors: Leonardo da Vinci or Machiavelli.
Every step up the ladder is a negotiation: resolving a dispute with a customer, striking a political agreement, getting a loan, closing a joint investment, negotiating between sovereign nations or hiring a captain. Six real negotiation cases, recreated in a simulator.
As you play, you put your creativity to the test, apply techniques based on the Harvard negotiation method and get feedback with your areas for improvement. The goal isn't to win once, but to build partnerships that last.
What you'll learn
- How to build trust and confidence by tackling 6 real-life negotiation cases.
- Why knowing the other party's interests is the foundation of a good deal.
- Techniques to increase your bargaining power and forge lasting, successful partnerships.
- The keys to preparing and presenting a proposal effectively.
- Tools, like magic variables, to get more value out of every agreement.
Course outline
- Level1
Module I: Understand the other party
Strategic preparation and planning, the keys to building trust and common mistakes to avoid. Case: a dispute with a customer.
- Level2
Module II: Information and interests
Relative power in negotiation: how to gather information and define goals and interests. Case: a political agreement.
- Level3
Module III: Flexibility
Focus on interests, not positions, and introduce magic variables to grow the pie. Case: obtaining a loan.
- Level4
Module IV: Criteria and procedures
The concessions stage: the basis for negotiation, variables in bargaining, 6 key rules and objective criteria. Case: a joint investment.
- Level5
Module V: Communication
Listen to the other party, understand their interests with empathy and present your proposal clearly. Case: negotiation between sovereign nations.
- Level6
Module VI: Review
Put everything you've learned into practice. Case: hiring a captain.
How it plays
15th-century Venice
Storytelling with historical mentors and a clear goal: become the greatest merchant of the age.
6 real negotiation cases
From a customer dispute to a deal between nations: each module revolves around one case.
Advanced simulator
Negotiate in a safe, stress-free environment where mistakes don't cost real money.
Personalized feedback
Know what you did well in each negotiation and what you can improve.
Rankings, levels and badges
Gamification turns learning into a challenge you'll want to finish.
Who it's for
- Sales forces looking for sales negotiation training, plus purchasing and business development teams.
- Team leaders and team or project managers who deal with conflicts every day.
- Finance, administration, marketing, logistics and legal: anyone who needs to close agreements.
FAQ
How long does Merchants take?
About 10 hours, with content equivalent to a two-day classroom course. It's played online on any device with an internet connection, in English, Spanish, French, German, Italian, Portuguese, Dutch, Russian or Chinese.
Can we add it to our LMS?
Yes. Play it on the Game Strategies platform or add it as one more course in your LMS (Cornerstone, Moodle, SAP SuccessFactors…), and track each learner's and group's progress in real time.
What is this negotiation training based on?
On the Harvard negotiation method designed by Professors Roger Fisher, Bruce Patton and William Ury, supplemented by Dr. Chester L. Karrass's effective negotiation model.
Is it negotiation skills training for the whole team?
Yes. It's an online course in video game format for anyone who negotiates at work, from sales and purchasing to team leaders and lawyers. You learn strategies, techniques and tools for negotiation and conflict resolution, then practice them in a simulator with 6 real cases.
Shall we play?
Tell us what your team needs to practice and, in a personalized demo, we'll show you the solution that will make the biggest impact on your organization.