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