1
Win As Much Money As You Can Exercise

• Adapted from Gellerman, W. (1970) Win as much
  money as you can in Pfeiffer, J. and Jones, J.
  Handbook of structured experiences for human
  relations training, University Associates.

2
The Rules

• GOALTo win as much money as you can
• There are 7 rounds
• Each group votes either HEADS or TAILS by open
  ballot
• Money is gained or lost based on the collective
  vote of all groups (see following slides)

3
Round 1

• 4 HEADS each group loses 25
• 3 HEADS win 25 for each group that chooses
  HEADS
• 1 TAILS lose 75 for each group that chooses
  TAILS
• 2 HEADS win 50 for each group that chooses
  HEADS
• 2 TAILS lose 50 for each group that chooses
  TAILS
• 1 HEADS win 350 for each group that chooses
  HEADS
• 3 TAILS lose 25 for each group that chooses
  TAILS
• 4 TAILS win 25 for each group that chooses
  TAILS

4
Round 2

• 4 HEADS each group loses 25
• 3 HEADS win 25 for each group that chooses
  HEADS
• 1 TAILS lose 75 for each group that chooses
  TAILS
• 2 HEADS win 50 for each group that chooses
  HEADS
• 2 TAILS lose 50 for each group that chooses
  TAILS
• 1 HEADS win 350 for each group that chooses
  HEADS
• 3 TAILS lose 25 for each group that chooses
  TAILS
• 4 TAILS win 25 for each group that chooses
  TAILS

5
Round 3

• 4 HEADS each group loses 25
• 3 HEADS win 25 for each group that chooses
  HEADS
• 1 TAILS lose 75 for each group that chooses
  TAILS
• 2 HEADS win 50 for each group that chooses
  HEADS
• 2 TAILS lose 50 for each group that chooses
  TAILS
• 1 HEADS win 350 for each group that chooses
  HEADS
• 3 TAILS lose 25 for each group that chooses
  TAILS
• 4 TAILS win 25 for each group that chooses
  TAILS

6
Would you like to negotiate with other groups?

• Take 2 minutes to decide on a strategy and who to
  send as a representative
• Representatives will negotiate for 2 minutes
• Take 1 minute to decide on your group vote

7
Round 4

• 4 HEADS each group loses 250
• 3 HEADS win 25 for each group that chooses
  HEADS
• 1 TAILS lose 75 for each group that chooses
  TAILS
• 2 HEADS win 50 for each group that chooses
  HEADS
• 2 TAILS lose 50 for each group that chooses
  TAILS
• 1 HEADS win 350 for each group that chooses
  HEADS
• 3 TAILS lose 25 for each group that chooses
  TAILS
• 4 TAILS win 25 for each group that chooses
  TAILS

8
Would you like to negotiate with other groups?

• Take 2 minutes to decide on a strategy and who to
  send as a representative
• Representatives will negotiate for 2 minutes
• Take 1 minute to decide on your group vote

9
Round 5

• 4 HEADS each group loses 250
• 3 HEADS win 25 for each group that chooses
  HEADS
• 1 TAILS lose 75 for each group that chooses
  TAILS
• 2 HEADS win 50 for each group that chooses
  HEADS
• 2 TAILS lose 50 for each group that chooses
  TAILS
• 1 HEADS win 350 for each group that chooses
  HEADS
• 3 TAILS lose 25 for each group that chooses
  TAILS
• 4 TAILS win 250 for each group that chooses
  TAILS

10
Round 6

• 4 HEADS each group loses 250
• 3 HEADS win 25 for each group that chooses
  HEADS
• 1 TAILS lose 75 for each group that chooses
  TAILS
• 2 HEADS win 50 for each group that chooses
  HEADS
• 2 TAILS lose 50 for each group that chooses
  TAILS
• 1 HEADS lose 300 for each group that chooses
  HEADS
• 3 TAILS win 100 for each group that chooses
  TAILS
• 4 TAILS win 250 for each group that chooses
  TAILS

11
Would you like to negotiate with other groups?

• Take 2 minutes to decide on a strategy and who to
  send as a representative
• Representatives will negotiate for 2 minutes
• Take 1 minute to decide on your group vote

12
Round 7

• 4 HEADS each group loses 250
• 3 HEADS win 25 for each group that chooses
  HEADS
• 1 TAILS lose 75 for each group that chooses
  TAILS
• 2 HEADS lose 200 for each group that chooses
  HEADS
• 2 TAILS win 200 for each group that chooses
  TAILS
• 1 HEADS lose 300 for each group that chooses
  HEADS
• 3 TAILS win 100 for each group that chooses
  TAILS
• 4 TAILS win 250 for each group that chooses
  TAILS

13
Who won the most money?
14
Discussion

• Identify the hidden agenda in this activity.
• Identify the conflict strategies used during
  negotiations with other groups. Which ones
  seemed manipulative?
• How did assertiveness or problem orientation
  influence the communication climate during
  negotiations?