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Negotiation at Work by IRA G. ASHERMAN

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XI. Negotiation Transcripts

 

The A/V Shop

Objectives:

To illustrate:

 

• Openings and how to make them

 

• Concession and its use

 

• Closings

Time:

50–70 minutes

Group Size:

Small groups of 3 or 4

Materials:

A copy of the script for each person.

Trainer’s Notes:

This is a long transcript and works well as an overnight activity. If you have given this as an evening activity, move right into Step II, the small group discussion. Another possibility with this exercise is to ask two participants to read it aloud while others use the handouts to follow along. This approach is effective when the transcript has not been given as an overnight activity.

Procedure:

 

Step I

Distribute copies of The A/V Shop. Instruct participants ...

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