Trainer's Corner

THE NEGOTIATION SOURCEBOOK (2nd ed.)
by Ira and Sandy Asherman
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The Negotiation Sourcebook (2nd ed.) is a 44-article compilation on negotiation theory and practice. Organized topically, this volume is divided into eight sections: theoretical frameworks, persuasion, skill building, gender, culture, difficult negotiators, and teams. It also includes a section on common negotiations such as buying a car or asking for a raise. The Sourcebook is ideal for individual and classroom use.

The cost is $44.95, plus tax and shipping.

475 pp / Paperback / Published by HRD Press / 2001

Please order from HRD press at http://www.hrdpress.com

NEGOTIATION EFFECTIVENESS PROFILE (2nd ed.)
by Ira and Sandy Asherman
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	A great pre work activity
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Use the Negotiation Effectiveness Profile (2nd ed.) to help test takers gain valuable insight into their negotiation strengths and weaknesses. Participants complete a 36-question survey on six steps crucial to successful negotiations: planning, trust, issue identification, communication, problem solving, and solution development. The workbook also includes an action planning segment. The cost is $6.75, plus tax and shipping.

26 pp / Published by E Pluribus Maximus/ 2001
To order hard copies please visit: www.epluribusmaximus.com/

NEW! 360° Online Version. Participants complete the 360° online version on our website. Published by E Pluribus Maximus/ 2001

To order the online version, pricing information, or to discuss your specific needs, email Noreen Fennel at Noreenf@pluribusmaximus.com

25 PLUS ROLE PLAYS TO TEACH NEGOTIATION (Vol. 2)
by Ira and Sandy Asherman (eds.)
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If you’re a management trainer or development specialist looking for role plays, this book is a must.

25 Role Plays to Teach Negotiation (Vol. 2) includes 25 new role plays and is organized into two broad sections: Internal Negotiations, covering negotiations with co-workers and External Negotiations, which focuses on negotiations with vendors and contractors.

Included on CD disk are the original 25 role plays from our first volume, the popular 25 Role Plays to Teach Negotiation (Vol. 1)

Each role play is premised on 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.

The role plays are drawn from a variety of real life corporate settings including the chemical, pharmaceutical, retail, and publishing industries to prepare you for on-the-job situations.

From a review of 25 Role Plays (Vol. 1)

"Roles are described with enough information and detail for even the most 'stage shy' participant to get into the act. By the end … the player is guaranteed to feel strongly about his or her position and ready to argue for what is 'right'.”

25 Plus Role Plays to Teach Negotiation (Vol. 2) is $99.95, plus tax and shipping.

Paperback / Published by HRD Press / 2004

Please order from HRD Press at http://www.hrdpress.com

FIFTY ACTIVITIES TO TEACH NEGOTIATION
by Ira Asherman
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50 Plus Activities to Teach Negotiation contains a variety of fully reproducible exercises to teach and reinforce the skills necessary to be a successful negotiator. Each activity is described in detail, and includes steps to follow, 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 Covered:

• 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

The cost is $139.95, plus tax and shipping.

300 pp / 3-Ring Binder / Published by HRD Press/ 1996

Please order from HRD Press at http://www.hrdpress.com

TEAM EFFECTIVENESS SURVEY
Available Online!
by Ira and Sandy Asherman
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The Asherman Team Effectiveness Survey is anonymously completed by members of an intact project team. The survey contains items relating to the team leader, the project manager, communication patterns, conflict, trust and timelines, geographically dispersed teams and the impact of cultural differences and language on team performance. The survey can be tailored to meet the needs of individual companies.

ONLINE/Published by E Pluribus Maximus, 2004

For pricing information and/or to view the survey and sample reports, email: Noreenf@pluribusmaximus.com

Never again pay sticker price, settle for something you don't want, or engage in an unproductive argument when you could negotiate the outcome you really want.

With The Everyday Negotiator you can learn the negotiation process and how to use it everyday in real life situations.

Practical tactics for work and life

The authors present two practical negotiation models: A "quick" model for friendly, less involved negotiations and a comprehensive model for complex, detailed, high stakes negotiations.

This is one of the most empowering books you will ever read. It walks you through every aspect of the negotiation process:

• Preparation
• Strategy
• Initial offers
• Counteroffers
• Pressure bargaining
• Progressing
• Agreement

Each step is briefly defined and presented in work and life situations. The steps can be learned quickly and applied immediately. Read some in the morning and negotiate the deal you want that afternoon--that's how easy it is to use this book. A sel-assessment quiz is included.

The Everyday Negotiator.............$24.95
Please order from www.trainingbuz.com

ONE PAGE COACH® NEGOTIATING SKILLS TRAINING KIT
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The ability to negotiate well is an invaluable business tool. This training kit helps participants appreciate the range of skills necessary for achieving better results from their negotiation efforts.

The One-Page Coach® training kit includes all the materials you need to conduct a program for a group or self-study.

It contains:

• A participant workbook that features a full color reference card or "storyboard" summarizing each lesson. The cards are attached to the back of each workbook.

• A slide show of the overhead masters and interactive "Train the Trainer" materials on CD-ROM. The actual masters are also included.

The objective: Strengthen negotiation skills.The challenge: Resolve departmental fights.

Use the Facilitator's Manual for Constructive Negotiations to help you design a negotiation training program for employees. Employees will learn solid negotiation skills and how to use them. The book includes a planner to help you plan and organize the program, and includes transparency masters.
Facilitation Guide..........$65.00
Please order from www.trainingbuz.com

FLEX STYLE NEGOTIATING
by Alexander Watson Hiam
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Package of 5 Assessments………………$39.75
Please order from www.trainingbuz.com

Facilitation Guide………………$49.95
Please order from www.trainingbuz.com

ARTICLES
General

Language, Culture, and the Drug Development Process
by Ira Asherman
Published in Global Forum
Download Article Here

Building Trust Across Cultural Boundaries
by Ira Asherman
Published in the May 2000 issue of Regulatory Affairs Focus
Download Article Here

Today’s Negotiator
by Ira and Sandy Asherman
Published in the January 1998 issue of Regulatory Affairs Focus
Download Article Here

The Corrective Discipline Process
by Ira Asherman
Published July 1982 in Personnel Journal

Documentation: A Tool for Effective Management
by Ira Asherman
Published Aug. 1981 in Personnel Journal

The Winning Negotiator
by Ira and Sandy Asherman
Published c. 1980 by AMR Publications

Clinical Research Organizations
Ensuring Project Success
by Ira Asherman
Reprinted with the permission of The Monitor, Summer 1998
Volume 12, Issue 2
Download Article Here

A Relationship in Need of Treatment: Sponsors and CROS Face Critical Issues
by Ira Asherman
Published in the August 1998 issue of Applied Clinical Trials

Training
Management Training for the Multicultural Workforce
By Ira Asherman
Published in the December 2004 issue of Regulatory Affairs Focus
sandy@asherman.com with your request.
Download Article Here

Regulatory
Ensuring Success in the Regulatory Process
by Ira Asherman
Published in the December 2000 issue of Regulatory Affairs Focus
Download Article Here

Sales
Selling & Sales Management in Action
by Ira Asherman and Sandy Asherman
Published in
Journal of Personal Selling & Sales Management

For copies of articles not available online, please email
Sandy Asherman at sandy@asherman.com with your request.