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Negotiation at Work by IRA G. ASHERMAN

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II. Planning

 

Negotiation Planning

Objectives:

To practice the planning process

Time:

60 minutes

Group Size:

Small groups should be three or four people. There is usually too much discussion in larger groups, and people have difficulty getting focused.

Trainer’s Notes:

This exercise can be done with any role-play. We have included two role-plays which are not related to each other. The roles are used as a vehicle for this exercise. The ideal would be to use one that relates to the occupational background of the participants.

Procedure:

Conduct a brief lecture on planning. Cover the points below. Allow 10 minutes.

Step I

Issues—Why are we meeting? What topics do we need to cover?

 

Objectives—Both our own and the other party’s. ...

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