Ira G. Asherman
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