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This binder contains more than 50 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. The exercises are designed to meet the needs of both the inexperienced and experienced trainer.
• 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, handling difficult people, assertiveness, questioning techniques and sales negotiation.
Training methods include exercises, self-scoring surveys, negotiation transcripts and case studies.
AUTHOR: Ira Asherman
FORMAT: 3-ring binder
$350 per book
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