O'Reilly logo

Negotiation at Work by IRA G. ASHERMAN

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

VIII. Ranking Exercises

 

Negotiator Skills

Objectives:

To identify the skills of the effective negotiator

Time:

35–45 minutes

Group Size:

Small groups of three or four.

Materials:

Negotiations Skills Rating Worksheet for each person.

Trainer’s Notes:

This exercise works well with Negotiation Skills 2: Self-Evaluation.

Procedure:

 

Step I

Distribute copies of the Negotiator Skills Rating Worksheet. Tell the group that, working alone, each participant should rank the items in order of importance. Allow 5 minutes.

Step II

When everyone is finished, organize small groups and ask each group to come up with a ranking. They will be asked to report on their three highest ranked items. Allow 10 minutes.

Step III

Reporting BackAsk ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required