January 2015
Intermediate to advanced
288 pages
7h 59m
English
Content preview from Negotiating at WorkBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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7Managing the Negotiation Process: Fostering Problem Solving
Several years ago, I ran a negotiation program for labor judges in Denmark. Already extremely accomplished negotiators, the judges wanted to learn more about negotiating within their highly bureaucratic organizations. One of the mainstays of the negotiation programs I run is an activity in which people role-play a negotiation about a likely situation at work. They usually perform these role plays in small groups: one pair negotiates, while the other pair observes. Because I don't speak Danish, I had some of the group act as observers. Afterward, we discovered one overall observation: the parties talked to and at each other—but they never asked any questions! Each person was involved ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.