50 + Activities to Teach Negotiation

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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