The Negotiation Sourcebook, Second Edition

The Negotiation Sourcebook, Second Edition focuses on the needs of active negotiators—those people asked daily to negotiate with vendors, government officials, and others. The articles cover a cross section of these negotiations and will help to fill in the gaps for those situations that your negotiators may have only limited experience in addressing. There are also a number of articles that provide a theoretical framework for the process, since more than technique is needed to be an effective negotiator. Because we do not negotiate in a vacuum but within the context of a relationship, each of these articles leans towards the problem-solving or collaborative approach. Unfortunately, not everyone readily accepts this model. Accordingly, there are several articles on how to deal with these individuals, as well. Reproducible Training Aids

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.