INDEX
A
Accommodating behavior, 62, 71, 75
definition of, 79
example of, 82
Action planning, 57
Action planning worksheets, 117, 123
Adams, J.S., 261
Adams’ Paradox, The (exercise), 255, 259–261
Advantages
definition of, 277
of products/services, 277–279
Advertisements, as proof statements, 284
Aggressive behavior
definition of, 79
differentiated from assertive behavior, 81
example of, 82
Agreements, long-term versus short-term, 261
Alpha Project, The (role play), 20, 345–346
American Economic Review, 229
Antique Car (case study), 155–157
Approach Piece, The (sales negotiation exercise), 281–285
Art Market (case study), 147–149
Assertiveness, 77–87
Being Assertive (exercise 3), 85–87
Defining Assertiveness (exercise 1), 79
definition of, 79
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