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Negotiation at Work by IRA G. ASHERMAN

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IV. Negotiation Skills

 

Behaviors of the Successful Negotiator

Objectives:

To identify the behaviors of the effective negotiator

Time:

45 minutes

Group Size:

Small groups of four to six.

Materials:

Copy of the exercise for each person.Flip-chart, magic markers, tape or push pins, and a flip-chart for each group.

Trainer’s Notes:

You can use this activity as a freestanding exercise or combine it with the exercise that follows. We suggest that they be used together and that the directions be combined. These exercises should be used early in the program.

Procedure:

 

Step I

Ask each group to develop (1) a list of the behaviors of an effective negotiator and (2) a list of behaviors to avoid. Allow 5 minutes.

Step II

Distribute ...

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