Success in business often hinges on good negotiation, and that takes advanced skills in listening, self-awareness, conflict resolution, assertiveness, and more. Negotiation at Work includes easy-to-use exercises to help you instill your employees with the confidence they need to become strong negotiators. Each activity includes a description, detailed directions, goals, additional resources, and trainer notes to guide your facilitation. Your team will learn how to plan effectively for a negotiation, ask the right questions, build trust, analyze each negotiation creatively, strategically frame each party's needs and interests, successfully negotiate with difficult people, and determine their own negotiating style. To instruct in the complicated subject of negotiation, mangers and trainers can’t rely on simple pep talks or basic business strategy. Proven and powerful-- featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions--Negotiation at Work has everything you need to successfully train others up in skills that will lead to increased sales, big company savings, and control over their careers.

Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities

Business & Money

Asherman, Ira

Management & Leadership

AMACOM

Negotiation Sourcebook

Economics

Human Resource Development Pr

Includes FREE CD with 25 role plays from the popular first volume—50 total role plays! 
Updated with 25 new role plays not covered in the first volume, the latest edition of the popular 25 Role Plays to Teach Negotiation will inspire you to think and act like a negotiation expert. If you’re a management training and development specialist who needs one or two role-plays to use in a negotiation program, this book’s a must. The book provides the opportunity to practice the behaviors used most frequently by successful negotiators—including questioning, clarifying, checking for understanding, summarizing and active listening. 
Each of these role plays is based on a unique approach to negotiation embracing three critical concepts: 
Successful negotiation is not an adversarial process, but a collaborative framework for creative problem-solving The needs and interests of both negotiating parties must be addressed if there is to be a long-term solution Negotiation is an ongoing process, and today’s negotiation will affect the long-term relationship between the parties Try out new behaviors that will help you: 
Handle situations among co-workers regarding their roles and responsibilities Talk with your employees about their performance Improve relationships between the purchasing staff and internal clients Deal with difficult customers 
Sample role-plays: 
The new project manager The difficult team member The difficult discussion/meeting Engineering changes

25 Plus Role Plays to Teach Negotiation, Vol. 2

Asherman, Sandy

HRD Press, Inc.

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