This book contains a variety of fully reproducible exercises to teach and reinforce the skills necessary to be a successful negotiator. Each Activity includes a detailed description of the exercise, the steps to follow, additional resources and lecture notes for the trainer. Training Objectives Evaluate participant's current negotiation skills Demonstrate behaviors characteristics of successful negotiators Find creative new ways to approach problems Assess how participants deal with conflict Explore boundary role concept and its implications Activities Cover Planning negotiation Creative thinking Negotiating styles Assertiveness Questioning Techniques Handling difficult people Sales negotiation Training Method Exercises Self-scoring surveys Negotiation transcripts Case studies

50+ Activities to Teach Negotiation (50 Activities Series)

Business & Money

Ira G. Asherman

Management & Leadership

HRD Press

<p>The Negotiation Sourcebook, Second Edition focuses on the needs of active negotiators—those people asked daily to negotiate with vendors, government officials, and others. The articles cover a cross section of these negotiations and will help to fill in the gaps for those situations that your negotiators may have only limited experience in addressing. There are also a number of articles that provide a theoretical framework for the process, since more than technique is needed to be an effective negotiator. Because we do not negotiate in a vacuum but within the context of a relationship, each of these articles leans towards the problem-solving or collaborative approach. Unfortunately, not everyone readily accepts this model. Accordingly, there are several articles on how to deal with these individuals, as well. Reproducible Training Aids</p>

The Negotiation Sourcebook, Second Edition

Sandra Vance Asherman

Human Resource Development Pr

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