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Negotiation at Work by IRA G. ASHERMAN

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V. Negotiating Styles

 

Defining the Styles

Objectives:

To introduce participants to five negotiating (or conflict resolution) styles To discuss when and where each of the styles is appropriate

Time:

45 minutes

Group Size:

Small groups of three or four

Materials:

Hard copy of the Negotiating Styles overhead and worksheet for each person. Flip-charts, magic markers, and tape for each group.

Trainer’s Notes:

This activity can stand by itself. It is most effective, however, when used in conjunction with a conflict resolution or negotiating styles instrument.

 

An excellent review of several conflict instruments can be found in Deanna F. Womack’s “A Review of Conflict Instruments in Organizational Settings,” Management Communications ...

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