50+ Activities to Teach Negotiation (50 Activities Series)

Ira G. Asherman

ISBN 10: 0874253144 ISBN 13: 9780874253146

Publisher: HRD Press, 1996

Synopsis

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

About this title

About the Author:

Ira and Sandy Asherman are the principals of Asherman Associates. Ira and Sandy are the co-editors of two published books of readings: "The Negotiation Sourcebook," and "The Sales Management Sourcebook." They have also written "Twenty-Five Role Plays To Teach Negotiation," which was published in 1994, and "Fifty Activities To Teach Negotiation," which was published in 1996.

Ira is the president of Asherman Associates and is responsible for the design and delivery of all programs and materials. Ira has been a management consultant for the last 30 years.

Sandy is the vice president and is responsible for the research and writing of all program materials.

About this edition

• Publisher: HRD Press
• Publication date: 1996
• ISBN 10: 0874253144
• ISBN 13: 9780874253146
• Binding: Ring-bound
• Number of pages: 300
• Editor: Mary George