Authors:Ira G. Asherman, Sandra Vance Asherman, Suzanne Bay,
Publisher: HRD Press
Keywords: second, sourcebook, negotiation
Number of Pages: 512
Published: 2001-01
List price: $49.95
ISBN-10: 0874256046
ISBN-13: 9780874256048

The Negotiation Sourcebook, Second Edition focuses on the needs of active negotiators—those people asked daily to negotiate with vendors, government officials, and others. The articles cover a cross section of these negotiations and will help to fill in the gaps for those situations that your negotiators may have only limited experience in addressing. There are also a number of articles that provide a theoretical framework for the process, since more than technique is needed to be an effective negotiator. Because we do not negotiate in a vacuum but within the context of a relationship, each

Authors:Ira G. Asherman, Mary George,
Publisher: HRD Press
Keywords: activities, series, teach, negotiation
Number of Pages: 300
Published: 1996-12
List price: $149.95
ISBN-10: 0874253144
ISBN-13: 9780874253146

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. Training Objectives Evaluate participant’s current negotiation skills Demonstrate behaviors characteristics of successful negotiators Find creative new ways to approach problems Assess how participants deal with conflict Explore boundary role concept and its implications Activities Cover Planning neg