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8.2 The Negotiating Game

Start by putting students in the roles of smallholder tea farmers or supermarket buyers to show how
working together can give farmers more power in the supply chain.
The following documents/files need to be downloaded:

~ Instructions for teachers.
~ Roles worksheet.
~ Tea worksheet – each student playing the part of a tea farmer will need a card showing ‘100kg’ of tea.
~ Money worksheet – each student playing the part of a buyer will need ‘£800’ worth.

Note: the game is a simplified and do not reflect actual weights or prices. In reality, a tea picker can pick
around 20kg each day.

Instructions:
a. Cut up the worksheets and give them out. You should always have more ‘farmers’ than ‘supermarket
buyers’ (at least twice as many).
b. The information in black letters is information that can be shared. The information in grey letters (below
the line) should not be shared. It is important background information and should be taken into account in
negotiations.
c. Farmers need to approach different buyers and vice versa. Either party can say ‘NO DEAL’ if they want or
need to.
d. Negotiations can run for 5 minutes or until a natural time to stop.
e. Reflect.
1. What prices are the farmers getting?
2. Will they be able to cover their costs?
3. If a family member is unwell will they be able to pay for medicine? What affected whether deals were
made or not?

Consider if any of the farmers are working together. Suggest that perhaps if they work together they may
be able to get a better deal.

Start negotiations again for 5 more minutes, encouraging farmers to work together. – Did they get better
deals that way?

Understand the benefits of farmers working in a co-operative, the power in negotiations and the ways that
being part of a Fairtrade co-operative helps farmers to get a better deal.