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ISBN: 978-0-8144-3195-5 (eBook)

Library of Congress Cataloging-in-Publication Data

Asherman, Ira.

    Negotiation at work : maximize your team’s skills with 60 high-impact activities / Ira G. Asherman. — 1st ed.

        p. cm.

ISBN 978-0-8144-3190-0

    1. Negotiation—Study and teaching. I. Title.

BF637.N4A85         2012

658.4’052—dc23

                                                                                    2011046256

©2012 HRD Press

All rights reserved.

Portions of this book were published as 50+ Activities to Teach Negotiation, by Ira G. Asherman and 50 Activities for Sales Training by Philip Faris, both published by HRD Press, Inc.

Beach A & B scenarios on pages 225 and 227 are adapted from Negotiating Rationally by Max H. Bazerman and Margaret Nealie, Free Press, 1992, p. 32. The Boundary Role worksheet on pg. 257 is adapted from Interorganizational Negotiation and Accountability: An Examination of Adams’ Paradox by Cynthia S. Fobian, National Institute for Dispute Resolution, 1987. The worksheet for The Adams Paradox on pg. 261; adapted from The Structure and Dynamics of Behavior in Organizational Boundary Roles by J. S. Adams, Handbook of Industrial and Organizational Psychology, M.E. Dunnette, ed., Rand McNally, 1976.

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Except as provided above, this publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019

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CONTENTS

Handouts and Overheads

Introduction

The Organization of This Book

The Organization of the Activities

Symbols

I. Opening Activities

Opening Exercise 1: A Current Negotiation

Opening Exercise 2: Expectations

Opening Exercise 3: Everyone Negotiates

II. Planning

Planning Exercise 1: Negotiation Planning

Planning Exercise 2: Behind the Lines

III. Creative Thinking

Creative Thinking Exercise 1: The Moffett Picture

Creative Thinking Exercise 2: The Unsold Glasses

IV. Negotiation Skills

Skills Exercise 1: Behaviors of the Successful Negotiator

Skills Exercise 2: Self-Evaluation

Skills Exercise 3: Cross-Cultural Negotiation

Skills Exercise 4: Perceptions and Trust

V. Negotiating Styles

Negotiating Styles Exercise 1: Defining the Styles

Negotiating Styles Exercise 2: Negotiation Styles Practice—Long Version

Negotiating Styles Exercise 3: Negotiating Styles Practice—Short Version

VI. Assertiveness

Assertiveness Exercise 1: Defining Assertiveness

Assertiveness Exercise 2: Practicing Assertiveness

Assertiveness Exercise 3: Being Assertive

VII. Questioning Techniques

Questioning Exercise 1: Defining Questions

Questioning Exercise 2: Questioning Techniques

Questioning Exercise 3: Surfacing Intangibles

VIII. Ranking Exercises

Ranking Exercise 1: Negotiator Skills

Ranking Exercise 2: Planning

Ranking Exercise 3: Building Trust

IX. Surveys

Survey 1: Self-Evaluation

Survey 2: Trust Assessment

X. Case Studies

Case 1: The Optometry Shop

Case 2: Purchasing

Case 3: Planning Meeting

Case 4: Meeting Plan

Case 5: The Art Market

Case 6: The Condominium

Case 7: The Antique Car

Case 8: The New Car

Case 9: The Client Meeting

Case 10: The Bid

Case 11: Increasing Overhead

Case 12: Telephone Components

XI. Negotiation Transcripts

Transcript 1: The A/V Shop

Transcript 2: Ted and Sandy (1)

Transcript 3: Ted and Sandy (2)

Transcript 4: Chris and Kate

XII. General Exercises

General Exercise 1: Negotiation Questionnaire

General Exercise 2: The Melian Dialogue

General Exercise 3: Framing a Problem

General Exercise 4: Fairness and Negotiation

XIII. Needs and Interests

Needs and Interests Exercise 1: Needs and Interests Analysis

Needs and Interests Exercise 2: My Needs and Interests

XIV. Difficult People

Difficult People Exercise: The Difficult Negotiator

XV. Boundary Roles

Boundary Roles Exercise 1: The Boundary Role

Boundary Roles Exercise 2: The Adams’ Paradox

Boundary Roles Exercise 3: Departmental Assessment

XVI. Sales Negotiation

Sales Negotiation Exercise 1: Success Factors

Sales Negotiation Exercise 2: Sales Practices Assessment

Sales Negotiation Exercise 3: Features, Advantages, Benefits, Proof

Sales Negotiation Exercise 4: The Approach Piece

Sales Negotiation Exercise 5: Product Knowledge Jeopardy

Sales Negotiation Exercise 6: Give It to Me … I Want It!

Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson?

Sales Negotiation Exercise 8: The Sales Presentation Role Play

Sales Negotiation Exercise 9: Selling Skills Inventory

Sales Negotiation Exercise 10: Peer Group Review

Appendix: Practice Negotiations

The New Financial Reporting System: DANA KENT

The New Financial Reporting System: LEE STONE

The Alpha Project: CHRIS

The Alpha Project: JIM

Index

PDF files for the handouts and PowerPoint files for the overhead slides are

available to purchasers of this book at:

www.amacombooks.org/go/NegotiationWork

HANDOUTS AND OVERHEADS

www.amacombooks.org/go/NegotiationWork

INTRODUCTION

Negotiation is an interactive activity that requires a variety of skills. It is not limited to the process of making concessions, offers, and counter offers. It requires self-awareness, good questioning, listening, and conflict resolution skills, as well as an ability to understand the needs and interests of others. We have therefore included exercises that cover all of these issues.

THE ORGANIZATION OF THIS BOOK

The exercises in this book are grouped by topic and presented in the following chapters.

Opening Activities (3 activities)

These activities are designed to open a negotiation program or to serve as pre-work materials. As pre-work materials, they begin the process of orientation before people arrive in the workshop.

Planning (2 activities)

These activities are designed to help people understand all the issues they need to consider when planning for a negotiation.

Creative Thinking (2 activities)

We find that many people are limited to yesterday’s answers and are not creative in finding new ways to approach problems. These two activities are designed to address that concern.

Negotiation Skills (4 activities)

These activities are designed to look at the behaviors critical to being a successful negotiator.

Negotiating Styles (3 activities)

These activities are designed to help look at how we deal with conflict. They are best used in conjunction with negotiating styles or conflict resolution feedback surveys.

Assertiveness (3 activities)

These exercises are closely related to the styles section and are designed to show the relationship between assertive behavior and successful negotiation.

Questioning Techniques (3 activities)

Critical for all negotiators is the skill of questioning. These three exercises are designed to help participants practice this skill.

Ranking Exercises (3 exercises)

These three exercises stimulate