Negotiation at Work

HANDOUTS AND OVERHEADS

www.amacombooks.org/go/NegotiationWork

HANDOUTS	Page Numbers
1. Opening Exercise 1: Pre-Work—A Current Negotiation	5–6
2. Opening Exercise 2: Pre-Work—Expectations	9–10
3. Opening Exercise 3: Worksheet—Everyone Negotiates	13
4. Planning Exercise 1: Worksheet—Negotiation Planning	19
5. Planning Exercise 1: Role Play, Chris—The Alpha Project	20
6. Planning Exercise 1: Role Play, Engineering—Dana Kent	21
7. Planning Exercise 2: Case—Behind the Lines	25–27
8. Creative Thinking Exercise 1: Case—The Moffett Picture	33
9. Creative Thinking Exercise 2: Problem—The Unsold Glasses	37
10. Skills Exercise 1: Worksheet—Behaviors of the Successful Negotiator	43
11. Skills Exercise 2: Worksheet—Self-Evaluation ...