Negotiation Skills Training

Chapter 11

Assessments and Training Instruments

What’s in This Chapter?

• Instructions for using assessments and instruments
• Assessments 11–1 through 11–7
• Training Instruments 11–1 through 11–4

Many worksheets and data-gathering instruments are available to the facilitator of an effective negotiation skills training program. This chapter includes assessments and training instruments that rate relevant traits, competencies, and practices, as well as other tools to assist in the learning process.

An assessment differs from a test because the responses to the questions in an assessment are not considered right or wrong. Most of the assessments ...