Group dynamics is a very common practice in selection processes.

Who has never seen themselves “paying” a few monkeys and giving their all to stand out in a selection process?

But group dynamics can also be used to motivate teams and improve skills, whether sales techniques, teamwork, negotiation and many others.

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And – rest assured! – no one needs to go through embarrassing roles when the dynamic is well idealized.

Dynamics are important instruments, tools that are within a context that resembles reality, which enables the formation of a deeper understanding and the fixation of knowledge.

This allows for the creation of a collective environment for discussion and reflection, enriching the potential and skills of each participant.

We’ve selected three examples of group dynamics for negotiation that can develop certain skills that are very important to anyone working in sales.

3 group dynamics for negotiation you’ll want to participate in

1- Group dynamics for negotiation 1: the pharmacist

  • Objective: Expand creative negotiation skills.
  • Materials: Paper and pencil or pen. A copy for each of the texts.

Formation of groups:

Form 3 groups with a minimum of 1 and a maximum of 3 participants each.

One group will represent a pharmacist and the other two groups will be medicine buyers.


Each group will receive a sheet with a text with instructions on the role they have to play in the dynamic:


You are the only pharmacist on a sparsely inhabited island and the only person who understands a little medicine.

During his professional life, he took financial losses due to dishonest people in his field. Therefore, you have become an extremely materialistic person.

On the island, he dedicated himself to his studies and discovered several antivenom serums, one of them against the bite of a spotted coral snake with a black tail. You have only one bottle of this serum, enough for two doses.

Once the serum is opened, it must be used immediately, as it soon deteriorates and loses its healing power.

In addition to this serum, you have in your stock:

  • 2 vials, with 2 doses each, of serum against jararaca. Value: BRL 10,000.00 per bottle
  • 6 vials of scorpion serum. Value: BRL 1,500.00 per bottle
  • 3 vials of serum against crab spider. Value: BRL 5,000.00 per bottle

As for the serum against the black-tailed spotted coral snake bite, it costs R$ 15,000.00 a bottle and two other disposable syringes.

But you accept to negotiate up to R$ 10.000,00.

The only condition is that you only accept cash!

TIP: Don’t tell buyers that there are other people interested in their serums.

Buyer A

You and your 12-year-old daughter are enjoying the weekend at a tent in the north of a sparsely populated island.

At two in the afternoon, her daughter was bitten by a black-tailed spotted coral snake.

This poison can kill a person quickly, in 3 to 4 hours.

The only salvation is to use the correct antivenom serum within 2 hours of being bitten.

A resident of the island said that there is a pharmacist there who has several serums. You know that it will take 6 hours to get back to the mainland by boat.

If you have to buy the medicine, it has the following values:

  • BRL 5,000.00 in cash
  • A Mont Blanc brand pen, worth R$ 2,000.00
  • A gold Rolex watch, worth R$3,000.00
  • Your checkbook and your bank balance is BRL 20,000.00

Of course, the price doesn’t matter to you, what you want is to buy the serum and save your daughter!

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Buyer B

You and your family of 4 children, ages 3, 5, 8, and 10, are spending the weekend in the south of a sparsely inhabited island.

At two o’clock in the afternoon, her youngest son is bitten by a black-tailed spotted coral snake.

This poison kills the person in 3 to 4 hours. The only salvation is to apply the correct serum in a maximum of 2 hours.

A resident of the island said that there is a pharmacist there who has several serums. You know that it will take 6 hours to get back to the mainland by boat.

If you need to buy the serum, you have the following:

  • BRL 7,500.00 in cash
  • A penthouse apartment on the beach
  • A brand new Audi car
  • A well-known pharmacy in your city
  • A 38 revolver, with ammunition, and worth R$5,000.00
  • A checkbook with a balance of R$ 10,000.00
  • A gold chain worth R$4,000.00
  • A gold Parker pen, worth R$3,000.

Of course, the price does not matter to you, what you want and buy the serum and save your child!


  1. Divide groups into different rooms.
  2. Each group has 15 minutes to make initial planning of their negotiation strategies.
  3. Each group can negotiate with the pharmacist for a maximum of 15 minutes, one at a time.
  4. After 1 round of negotiations, the groups will have another 15 minutes to review their strategies.
  5. A new negotiation round is opened, but this time it lasts 45 minutes and the two groups meet together and at the same time with the pharmacist.

Adapted from The Pharmacist

Group dynamics for negotiation

2- Group dynamics for negotiation 2: vacation camp

Objective: To see how participants negotiate with each other and deal with unexpected situations.


  1. Form two groups and ask each team to make a list of items they would buy to organize a 10-day bush camp for a group of 15 people.
  2. The budget is R$20,000.00.
  3. Allow 20 minutes to pass, and say that the budget has been cut in half.
  4. The group will have to agree on which items on their list will have to be cut.

The facilitator of the dynamic must carefully observe how each member of the group behaves before and after the budget cut.

One of the points to be taken into account is what each person considers important and how they defend their opinion when they see that their choices are being cut from the list.

Group dynamics for negotiation

3- Group dynamics for negotiation 3: Selling the “impossible”

Objective: Evaluate sales persuasion techniques, negotiation power, and creativity.


Form teams and each of them will give away a product. Participating groups must develop the sales presentation of the selected item. They need to set a price, create promotions and slogans, and present the benefits.

Items for sale are not exactly something you are used to selling every day.

They must be very abstract things and difficult for someone to use in practice, such as fear, procrastination or indecision.

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