Dealing With Tough Negotiators – Participant Guide

Includes 1 print assessment. Order one Participant Guide for each individual. Quantity discounts available.  

Participant Guide Table of Contents:

• 30-item assessment
• Pressure-sensitive response form
• Model of Negotiating Behavior
• Overview of 5 key negotiating skills
• Interpretive information
• Diagram for charting scores
• Reflection questions/action planning

With a particular situation and difficult negotiator in mind, participants respond to the 30 statements on the assessment. Participants then learn about the Model of Negotiating Behavior, score the assessment, and chart the results for each of the 5 negotiating skill sets. Interpretive information provides insight on scores and thought-provoking questions help participants think of ways to practice the 5 skills. Following the assessment, the Dealing with Tough Negotiators Workbook offers practice in applying the skills with the help of examples, prepared questions, and guidelines — the perfect tool for negotiators who are about to enter into a particularly difficult negotiation.

Dealing with Tough Negotiators is based on a study of the relevant literature and the Model of Negotiating Behavior. The literature on collaborative negotiating points to 5 skills that move a negotiation back to constructive, objective discussion. These skills prepare the collaborative negotiator for both offense (proactive collaboration) and defense (wariness, solid research, and constant questioning).

• Learn 5 key skills for dealing with tough negotiations
• Identify strengths and weaknesses in 5 skill areas
• Practice handling tough negotiations
• Understand how to enable win-win solutions with tough negotiators