Negotiation Skills Training and Tools

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Getting to Yes: The Harvard Negotiation Project and Conflict Management Program with Dr. Roger Fisher - Free Preview Based on the international best-seller and featuring Dr. Roger Fisher, William Ury and Bruce Patton of the Harvard Negotiation Project and Conflict Management Inc.. This program demonstrates a pragmatic and systematic approach to implementing interest-based negotiation, a powerful strategy for effectively pursuing your interests while simultaneously building long-term relationships. More than a dozen negotiations based on actual transactions and disputes settled by Conflict Management, Inc., are used to illustrate how to turn an adversarial or confrontational negotiation process into mutual problem solving. Features top executives, corporate lawyers and professional negotiators, making the scenarios feel incredibly realistic. Providing a running commentary on mistakes that are being made and how to correct them, Fisher, Ury and Patton coach the parties on effective approaches to take. Also available in a 67 minute "Short-Cut" version. The Full Version is more than 120 min. Includes Facilitator's Guide, Viewer's Guides, Audiotape and Book. Rental: (Full Version) $375 (Short Version) Rental $250.00 Purchase: (Full Version) $995.00 Purchase (Short Version) $695.00 Call for a Free Preview: 1-973-427-3004

Negotiation Style Profile A fascinating assessment that will unlock your natural power to persuade others. Everyone has their own negotiation style. Now you can quickly identify yours and how to better use it to your advantage. The Negotiation Style Profile is a self-assessment tool that has been used successfully by thousands of businesspeople. It helps measure your current negotiating style and suggests how you might adjust it to achieve better results in the future. The 32-questiion, true/false instrument is self-scoring. Once you complete all the questions, you will plot your scores on the effective negotiation grid. Interpretative information is included that discusses each style- its behaviors, body language, pros and cons and positive ways to use it. Facilitator's Guide with one Profile $49.95 A Set of 5 Negotiation Style Profiles $39.75

50+ Activities to Teach Negotiation 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 negotiation Creative thinking Negotiating styles Assertiveness Questioning Techniques Handling difficult people Sales negotiation Training Method Exercises  /  Self-scoring surveys  / Negotiation transcripts  / Case studies 300 pages/ 3-ring binder $139.95

25 Role Plays To Teach Negotiation - Volume II - Fully Reproducible $99.95 Includes FREE CD with 25 role plays from the popular first volume— You get 50 total role plays! Updated with 25 new role plays not covered in the first volume, the latest edition of the popular 25 Role Plays to Teach Negotiation will inspire you to think and act like a negotiation expert. 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 Purchase for $99.95

Flex Style Negotiating - Instructor's Manual, 360 Assessments and Participant Books Flex Style Negotiating is a 360-degree assessment-based performance improvement program for all professionals who rely on effective negotiation skills. It profiles participants' preferred negotiation styles and defines legitimate versus illegitimate behaviors. Flex Style Negotiating uses a situational model to explain the negotiation process. Participants are taught to diagnose negotiation situations and adapt their behavior to maximize the likelihood of a successful outcome. Not only does the program define the behaviors that make up the participant's style, it suggests alternative behaviors the negotiator can use in order to "flex their style" more readily and in more situations. The Instructor's Manual explores topics such as personal approaches to conflict, different styles of negotiation, and advanced techniques for competition and collaboration. It contains experiential activities for exploring conflict and creativity, role plays for negotiation leadership and anger, and, overall, represents a solid game plan for developing flexible negotiation skills. The package includes one Instructor's Manual (150 pp), one 3-ring binder Participant Booklet (70 pp), One Self Assessment Profile, and a set of 3 Other ProfileS (for 360 assessment)/Code...CI-FSNIM/ $85.95

The Negotiation Sourcebook 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 of these articles leans towards the problem-solving or collaborative approach. Reproducible Training Aids; Planning workbook ; Case studies ; Worksheets. 512 pp/ Paperback/ Code...NS2/ $49.95

Onsite Negotiation Skills Training Workshop Negotiating value instead of price- In today's tight economic market, every dollar of profit counts. Our customers know this all too well, and many sales organizations are struggling to reduce price erosion. Enhancing the strategies and techniques we use in negotiations is critical, but what is just as important is our ability to articulate and emphasize superior value throughout the entire sales cycle so that when we get to the negotiation table we have something to negotiate about. This program is designed to: Improve gross margins by reducing price erosion. / Empower your team with the means to better understand their customer's "Perception of Value." / Inspire your team to better establish value in the minds of their customer's. / Instill greater confidence going into and conducting negotiations. What clients are saying: “The session on negotiation you delivered for our Region was a smash hit. The following week one of our managers took a single tactic that you taught and closed a multi-million dollar deal with one of our largest customers at a substantially higher margin than he could have prior to your seminar. I'd say the day was well worth it.” -- Robert J. Deiters General Manager Boise Office Solutions “Your ideas and materials not only make sense, but they work. The time you spent with us to refine our executive presentation has enabled us to gain access and sell a seven-figure engagement to the CEO of ConAgra; one of the largest foods manufacturers in the world.” Roxanne Leap Executive Vice President Information Resources, Inc. Call Us to Send You More Information About Bill Stinnett Presentations for Your Event or Training: 1-973-427-3004

The Everyday Negotiator: 50 Practical Tactics for Work and Life Never again pay the sticker price, accept what is given or engage in an unproductive argument—when you could negotiate the outcome you really want. With The Everyday Negotiator, even beginners can learn to understand the negotiation process and how to use it in everyday, real-life situations. The author presents two practical negotiation models: A quick model you can use in friendly, less involved negotiations and a comprehensive model you can use in complex, detailed negotiations in which the stakes are high. The book is one of the most empowering you'll ever read. It walks you through every aspect of the negotiation process, providing proven tactics from beginning to end: Preparation / Choose a strategy / Initial offer—getting started / Counteroffers—the give and take / Pressure bargaining. Key methods: Achieving progress / Reaching agreement - Each tactic is briefly defined and presented in both a work and life situation. The tactics can be learned quickly and applied immediately. You can read a few tactics in the morning and negotiate the deal you want that afternoon—that’s how easy-to-apply the strategies presented here are. Includes a self-assessment quiz and exercises to help you recognize and take advantage of every situation in which the ability to negotiate can enrich your life. 250 pages/ $24.95

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