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Includes FREE CD with 25 role plays from the popular first volume—50 total role plays!
Updated with 25 new role plays not covered in the first volume, the latest edition of the popular 25 Role Plays to Teach Negotiation will inspire you to think and act like a negotiation expert. If you’re a management training and development specialist who needs one or two role-plays to use in a negotiation program, this book’s a must. The book provides the opportunity to practice the behaviors used most frequently by successful negotiators—including questioning, clarifying, checking for understanding, summarizing and active listening.
Each of these role plays is based on a unique approach to negotiation embracing three critical concepts:
Successful negotiation is not an adversarial process, but a collaborative framework for creative problem-solving
The needs and interests of both negotiating parties must be addressed if there is to be a long-term solution
Negotiation is an ongoing process, and today’s negotiation will affect the long-term relationship between the parties
Try out new behaviors that will help you:
Handle situations among co-workers regarding their roles and responsibilities
Talk with your employees about their performance
Improve relationships between the purchasing staff and internal clients
Deal with difficult customers
Sample role-plays:
The new project manager
The difficult team member
The difficult discussion/meeting
Engineering changes
- Sales Rank: #4225617 in Books
- Published on: 2003-01
- Original language: English
- Number of items: 1
- Dimensions: 11.50" h x 10.75" w x 1.50" l, 2.56 pounds
- Binding: Ring-bound
- 152 pages
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.
Most helpful customer reviews
3 of 3 people found the following review helpful.
All the negotiation role plays you need
By Layla Halabi
Between this binder and the "Fifty Plus Activities to Teach Negotiation (50 Activities Series)"; you have all the activities you need to run an effective training on negotiation skills. The binder comes with a CD and the role plays are situation specific and are split into "internal" and 'external" negotiation scenarios.
The internal scenarios include negotiating with co-workers in a variety of situations like a dealing with a difficult team member, and others on auditing, engineering and miscellaneous situations.
The external scenarios focus on vendors with specific role plays for contract manufacturers, supplier relationships, and difficult or temperamental contractors to name but a few.
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