50 + Activities to Teach Negotiation - Electronic Delivery
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50 + Activities to Teach Negotiation - Electronic Delivery

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Authors: Ira G. Asherman
This collection of fully reproducible, trainer led exercises to 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.
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
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