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50 Activities To Teach Negotiation

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Book Description

This book contains a variety of fully reproducible exercises to teach and reinforce the skills necessaryto 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 skillsDemonstrate behaviors characteristics of successful negotiatorsFind creative new ways to approach problemsAssess how participants deal with conflictExplore boundary role concept and its implications

Activities Cover

Planning negotiationCreative thinking Negotiating stylesAssertivenessQuestioning TechniquesHandling difficult peopleSales negotiation

Training Method

ExercisesSelf-scoring surveysNegotiation transcriptsCase studies

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