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    Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities
    Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities
    Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities
    Ebook370 pages2 hours

    Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities

    By Ira Asherman

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    About this ebook

    Success in business often hinges on good negotiation, and that takes advanced skills in listening, self-awareness, conflict resolution, assertiveness, and more. 

    Negotiation at Work includes easy-to-use exercises to help you instill your employees with the confidence they need to become strong negotiators. Each activity includes a description, detailed directions, goals, additional resources, and trainer notes to guide your facilitation. 

    Your team will learn how to:

    • plan effectively for a negotiation,
    • ask the right questions,
    • build trust,
    • analyze each negotiation creatively,
    • strategically frame each party's needs and interests,
    • successfully negotiate with difficult people,
    • and determine their own negotiating style.

    To instruct in the complicated subject of negotiation, managers and trainers can’t rely on simple pep talks or basic business strategy. Featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions, Negotiation at Work has everything you need to successfully train others up in skills that will lead to increased sales, big company savings, and control over their careers.

    LanguageEnglish
    PublisherThomas Nelson
    Release dateApr 11, 2012
    ISBN9780814431955
    Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities
    Author

    Ira Asherman

    IRA G. ASHERMAN is the president of Asherman Associates and has been a management consultant for the last 30 years. He is the coauthor of several books, including The Negotiation Sourcebook and The Sales Management Sourcebook.

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      Book preview

      Negotiation at Work - Ira Asherman

      Cove PageTitle page with AMACOM logo

      Bulk discounts available. For details visit:

      www.amacombooks.org/go/specialsales

      Or contact special sales:

      Phone: 800-250-5308.

      Email: specialsls@amanet.org

      View all the AMACOM titles at: www.amacombooks.org

      This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.

      ISBN: 978-0-8144-3195-5 (eBook)

      Library of Congress Cataloging-in-Publication Data

      Asherman, Ira.

          Negotiation at work : maximize your team’s skills with 60 high-impact activities / Ira G. Asherman. — 1st ed.

              p. cm.

      ISBN 978-0-8144-3190-0

          1. Negotiation—Study and teaching. I. Title.

      BF637.N4A85         2012

      658.4’052—dc23

                                                                                          2011046256

      ©2012 HRD Press

      All rights reserved.

      Portions of this book were published as 50+ Activities to Teach Negotiation, by Ira G. Asherman and 50 Activities for Sales Training by Philip Faris, both published by HRD Press, Inc.

      Beach A & B scenarios on pages 225 and 227 are adapted from Negotiating Rationally by Max H. Bazerman and Margaret Nealie, Free Press, 1992, p. 32. The Boundary Role worksheet on pg. 257 is adapted from Interorganizational Negotiation and Accountability: An Examination of Adams’ Paradox by Cynthia S. Fobian, National Institute for Dispute Resolution, 1987. The worksheet for The Adams Paradox on pg. 261; adapted from The Structure and Dynamics of Behavior in Organizational Boundary Roles by J. S. Adams, Handbook of Industrial and Organizational Psychology, M.E. Dunnette, ed., Rand McNally, 1976.

      Although this publication is subject to copyright, permission is granted free of charge to photocopy or download and print the pages that are required by each purchaser of this book. Only the original purchaser may make photocopies. Under no circumstances is it permitted to sell or distribute on a commercial basis material reproduced from this publication.

      Except as provided above, this publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019

      About AMA

      American Management Association (www.amanet.org) is a world leader in talent development, advancing the skills of individuals to drive business success. Our mission is to support the goals of individuals and organizations through a complete range of products and services, including classroom and virtual seminars, webcasts, webinars, podcasts, conferences, corporate and government solutions, business books, and research. AMA’s approach to improving performance combines experiential learning—learning through doing—with opportunities for ongoing professional growth at every step of one’s career journey.

      Printing number

      10 9 8 7 6 5 4 3 2 1

      Information about External Hyperlinks in this ebook

      Please note that footnotes in this ebook may contain hyperlinks to external websites as part of bibliographic citations. These hyperlinks have not been activated by the publisher, who cannot verify the accuracy of these links beyond the date of publication.

      CONTENTS

      Handouts and Overheads

      Introduction

      The Organization of This Book

      The Organization of the Activities

      Symbols

      I. Opening Activities

      Opening Exercise 1: A Current Negotiation

      Opening Exercise 2: Expectations

      Opening Exercise 3: Everyone Negotiates

      II. Planning

      Planning Exercise 1: Negotiation Planning

      Planning Exercise 2: Behind the Lines

      III. Creative Thinking

      Creative Thinking Exercise 1: The Moffett Picture

      Creative Thinking Exercise 2: The Unsold Glasses

      IV. Negotiation Skills

      Skills Exercise 1: Behaviors of the Successful Negotiator

      Skills Exercise 2: Self-Evaluation

      Skills Exercise 3: Cross-Cultural Negotiation

      Skills Exercise 4: Perceptions and Trust

      V. Negotiating Styles

      Negotiating Styles Exercise 1: Defining the Styles

      Negotiating Styles Exercise 2: Negotiation Styles Practice—Long Version

      Negotiating Styles Exercise 3: Negotiating Styles Practice—Short Version

      VI. Assertiveness

      Assertiveness Exercise 1: Defining Assertiveness

      Assertiveness Exercise 2: Practicing Assertiveness

      Assertiveness Exercise 3: Being Assertive

      VII. Questioning Techniques

      Questioning Exercise 1: Defining Questions

      Questioning Exercise 2: Questioning Techniques

      Questioning Exercise 3: Surfacing Intangibles

      VIII. Ranking Exercises

      Ranking Exercise 1: Negotiator Skills

      Ranking Exercise 2: Planning

      Ranking Exercise 3: Building Trust

      IX. Surveys

      Survey 1: Self-Evaluation

      Survey 2: Trust Assessment

      X. Case Studies

      Case 1: The Optometry Shop

      Case 2: Purchasing

      Case 3: Planning Meeting

      Case 4: Meeting Plan

      Case 5: The Art Market

      Case 6: The Condominium

      Case 7: The Antique Car

      Case 8: The New Car

      Case 9: The Client Meeting

      Case 10: The Bid

      Case 11: Increasing Overhead

      Case 12: Telephone Components

      XI. Negotiation Transcripts

      Transcript 1: The A/V Shop

      Transcript 2: Ted and Sandy (1)

      Transcript 3: Ted and Sandy (2)

      Transcript 4: Chris and Kate

      XII. General Exercises

      General Exercise 1: Negotiation Questionnaire

      General Exercise 2: The Melian Dialogue

      General Exercise 3: Framing a Problem

      General Exercise 4: Fairness and Negotiation

      XIII. Needs and Interests

      Needs and Interests Exercise 1: Needs and Interests Analysis

      Needs and Interests Exercise 2: My Needs and Interests

      XIV. Difficult People

      Difficult People Exercise: The Difficult Negotiator

      XV. Boundary Roles

      Boundary Roles Exercise 1: The Boundary Role

      Boundary Roles Exercise 2: The Adams’ Paradox

      Boundary Roles Exercise 3: Departmental Assessment

      XVI. Sales Negotiation

      Sales Negotiation Exercise 1: Success Factors

      Sales Negotiation Exercise 2: Sales Practices Assessment

      Sales Negotiation Exercise 3: Features, Advantages, Benefits, Proof

      Sales Negotiation Exercise 4: The Approach Piece

      Sales Negotiation Exercise 5: Product Knowledge Jeopardy

      Sales Negotiation Exercise 6: Give It to Me … I Want It!

      Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson?

      Sales Negotiation Exercise 8: The Sales Presentation Role Play

      Sales Negotiation Exercise 9: Selling Skills Inventory

      Sales Negotiation Exercise 10: Peer Group Review

      Appendix: Practice Negotiations

      The New Financial Reporting System: DANA KENT

      The New Financial Reporting System: LEE STONE

      The Alpha Project: CHRIS

      The Alpha Project: JIM

      Index

      PDF files for the handouts and PowerPoint files for the overhead slides are

      available to purchasers of this book at:

      www.amacombooks.org/go/NegotiationWork

      HANDOUTS AND OVERHEADS

      www.amacombooks.org/go/NegotiationWork

      INTRODUCTION

      Negotiation is an interactive activity that requires a variety of skills. It is not limited to the process of making concessions, offers, and counter offers. It requires self-awareness, good questioning, listening, and conflict resolution skills, as well as an ability to understand the needs and interests of others. We have therefore included exercises that cover all of these issues.

      THE ORGANIZATION OF THIS BOOK

      The exercises in this book are grouped by topic and presented in the following chapters.

      Opening Activities (3 activities)

      These activities are designed to open a negotiation program or to serve as pre-work materials. As pre-work materials, they begin the process of orientation before people arrive in the workshop.

      Planning (2 activities)

      These activities are designed to help people understand all the issues they need to consider when planning for a negotiation.

      Creative Thinking (2 activities)

      We find that many people are limited to yesterday’s answers and are not creative in finding new ways to approach problems. These two activities are designed to address that concern.

      Negotiation Skills (4 activities)

      These activities are designed to look at the behaviors critical to being a successful negotiator.

      Negotiating Styles (3 activities)

      These activities are designed to help look at how we deal with conflict. They are best used in conjunction with negotiating styles or conflict resolution feedback surveys.

      Assertiveness (3 activities)

      These exercises are closely related to the styles section and are designed to show the relationship between assertive behavior and successful negotiation.

      Questioning Techniques (3 activities)

      Critical for all negotiators is the skill of questioning. These three exercises are designed to help participants practice this skill.

      Ranking Exercises (3 exercises)

      These three exercises stimulate

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