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Ira Asherman, Sandy Asherman - 25 Role Plays to Teach Negotiation, Vol. 2

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

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