50+ Activities to Teach Negotiation

Front Cover
Human Resource Development, 1996 - Business & Economics - 301 pages
0 Reviews
This collection of fully reproducible, trainer led exercises teaches and reinforces the skills necessary to be a successful negotiator. Skills include: being assertive, questionning techniques, surfacing intangibles, planning a negotiation, managing expectations, building trust and more.
 

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

Negotiation Planning
17
Behind the Lines
23
The Moffett Picture
31
Behaviors of the Successful Negotiator
41
CrossCultural Negotiation
49
Defining the Styles
61
Negotiation Styles PracticeLong Version
67
Negotiating Styles PracticeShort Version
75
TheAVShop
181
Ted and Sandy I
191
Chris and Kate
201
Negotiation Questionnaire
209
TheMelian Dialogue
217
Framing a Problem
223
Fairness and Negotiation
229
My Needs and Interests
239

Practicing Assertiveness
81
Defining Questions
91
Surfacing Intangibles
99
Negotiator Skills
105
Building Trust
113
SelfEvaluation
119
Trust Assessment
125
Case Studies
129
The Difficult Negotiator
247
The Boundary Role
255
Departmental Assessment
265
Critical Sales Incidents
273
Currency Concept
279
Practice Negotiations
291
References and Suggested Reading
301
Copyright

Other editions - View all

Common terms and phrases

Bibliographic information