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Negotiation at Work by IRA G. ASHERMAN

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XIV. Difficult People

 

The Difficult Negotiator

Objectives:

To give participants an opportunity to practice dealing with an individual who presents problems during a negotiation

Time:

55–70 minutes for each role-play and the discussion.

Group Size:

3 people

Materials:

Copies of the Personality Profile Worksheet as well as the Role-Play and Observer Sheet

Trainer’s Notes:

This activity may be completed with any role-play. You may use one from this book (see Appendix) or from 25 Role Plays to Teach Negotiations, Asherman and Asherman, HRD Press, 1995. We have used several role-plays and all of them have worked well. This activity is enhanced if you have a particular model for handling problem behavior for the participants to follow. ...

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