CONTENTS Handouts and Overheads ....................................................................................................... ix Introduction ............................................................................................................................ xi The Organization of This Book ................................................................................... xi The Organization of the Activities ............................................................................... xii Symbols ................................................................................................................................... xiv I. Opening Activities ........................................................................................................ 1 Opening Exercise 1: A Current Negotiation................................................................................... 3 Opening Exercise 2: Expectations ................................................................................... 7 Opening Exercise 3: Everyone Negotiates.......................................................................... 11 II. Planning ........................................................................................................................ 15 Planning Exercise 1: Negotiation Planning ........................................................................ 17 Planning Exercise 2: Behind the Lines .............................................................................. 23 III. Creative Thinking ......................................................................................................... 29 Creative Thinking Exercise 1: The Moffett Picture............................................................ 31 Creative Thinking Exercise 2: The Unsold Glasses ........................................................... 35 IV. Negotiation Skills ......................................................................................................... 39 Skills Exercise 1: Behaviors of the Successful Negotiator ......................................................... 41 Skills Exercise 2: Self-Evaluation...................................................................................... 45 Skills Exercise 3: Cross-Cultural Negotiation....................................................................... 49 Skills Exercise 4: Perceptions and Trust .............................................................................. 53 V. Negotiating Styles ........................................................................................................ 59 Negotiating Styles Exercise 1: Defining the Styles ............................................................. 61 Negotiating Styles Exercise 2: Negotiation Styles Practice--Long Version ............................. 67 Negotiating Styles Exercise 3: Negotiating Styles Practice--Short Version ............................. 75 VI. Assertiveness................................................................................................................. 77 Assertiveness Exercise 1: Defining Assertiveness................................................................ 79 Assertiveness Exercise 2: Practicing Assertiveness .............................................................. 81 Assertiveness Exercise 3: Being Assertive......................................................................... 85 VII. Questioning Techniques .............................................................................................. 89 Questioning Exercise 1: Defining Questions...................................................................... 91 Questioning Exercise 2: Questioning Techniques ................................................................ 95 Questioning Exercise 3: Surfacing Intangibles ................................................................... 99 American Management Association / www.amanet.org v