(AMACOM: New York) -- Training people in the art of negotiation requires you to instill in your participants a wide variety of skills, and the best way to do so is through exercises that get them up on their feet, actively practicing the techniques used by seasoned pros.

Negotiation at Work: Maximize Your Team’s Skills with 60 High-Impact Activities, by Ira G. Asherman (AMACOM, 2012) is packed with 60 interactive lessons designed to instill confidence and transform participants into strong negotiators. Each activity includes the activity’s basic instructions and PDF files for participant handouts. The exercises are designed to help learners:
• Plan effectively for a negotiation
• Ask the right questions
• Build trust
• Analyze each negotiation creatively
• Strategically frame each party’s needs and interests
• Successfully negotiate with difficult people
• Determine their own negotiating style

Taking you step by step through each training exercise, the book precedes each activity with a description, detailed directions, goals to shoot for, and additional resources, as well as notes to help you get the most out of each exercise and the participants.

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