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Negotiation at Work by IRA G. ASHERMAN

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I. Opening Activities

 

A Current Negotiation

Objectives:

To get participants thinking about the program prior to their attendance

 

To provide participants with a current negotiation that they can work on during the program

Time:

45 minutes, spread throughout the program

Group Size:

Small groups should ideally be two people, but three or four can work.

Trainer’s Notes:

This material should be distributed approximately two weeks prior to the program. This activity can be used for both sales and nonsales groups.

Procedure:

During the program, you should stop several times to let the participants discuss the pre-work with a partner of their choice. They should meet with the same person each time. Question 7 should be discussed near ...

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