|
If you're a management training and development specialist who needs one or two role-plays to use in a negotiation program, this book's a must. The book provides the opportunity to practice the behaviors used most frequently by successful negotiators-including questioning, clarifying, checking for understanding, summarizing and active listening.
Each of these role plays is based on a unique approach to negotiation embracing three critical concepts:
- Successful negotiation is not an adversarial process, but a collaborative framework for creative problem-solving
- The needs and interests of both negotiating parties must be addressed if there is to be a long-term solution
- Negotiation is an ongoing process, and today's negotiation will affect the long-term relationship between the parties
Try out new behaviors that will help you:
- Handle situations among co-workers regarding their roles and responsibilities
- Talk with your employees about their performance
- Improve relationships between the purchasing staff and internal clients
- Deal with difficult customers
Sample role-plays:
- The new project manager
- The difficult team member
- The difficult discussion/meeting
- Engineering changes
|
