Articles and Books

The Negotiation Sourcebook
Negotiation Effectiveness Profile
25 Plus Role Plays to Teach Negotiation - Vol. 2
Fifty Activities to Teach Negotiation
Twenty-Five Role Plays for Negotiation Skills
Negotiation Materials
Articles by Ira and Sandy Asherman

This book contains a variety of fully reproducible exercises to teach and reinforce the skills necessary to be a successful negotiator. Each activity includes a detailed description of the exercise, the steps to follow, additional resources and lecture notes for the trainer. The exercises are designed to meet the needs of both the inexperienced and experienced trainer.

Training Objectives

• Evaluate participants' current negotiation skills
• Demonstrate behaviors characteristic of successful negotiators
• Find creative new ways to approach problems
• Assess how participants deal with conflict
• Explore the boundary role concept and its implications

Activities Cover

• Planning a negotiation
• Creative thinking
• Negotiation styles
• Assertiveness
• Questioning techniques
• Handling difficult people
• Sales negotiation

Training Methods

• Exercises
• Self-scoring surveys
• Negotiation transcripts
• Case Studies

300 pp / 3-Ring Binder / Published by HRD Press

Please contact Asherman Associates if you would like to purchase a copy. The cost is $99.95, plus tax and shipping.