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Negotiation at Work by IRA G. ASHERMAN

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XII. General Exercises

 

Negotiation Questionnaire

Objectives:

To facilitate discussion about critical negotiation issues

Time:

30–45 minutes

Group Size:

3 to 4

Materials:

Copy of questionnaire for each person.

Trainer’s Notes:

The result of this questionnaire may be covered by a full group discussion or by a small group discussion followed by a large group discussion. We prefer the latter approach.

 

Answers to the questions follow the questionnaire. They are for your information; not for general distribution.

Procedure:

 

Step I

Distribute copies of the Negotiation questionnaire and ask participants to complete it. Allow 5 to 7 minutes.

Step II

Small group discussionDivide participants into small groups to discuss their ...

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