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This Book

Negotiation at Work: Maximize Your Team’s Skills with 60 High-Impact Activities

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Table of Contents

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Introduction

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I. Opening Activities

II. Planning

III. Creative Thinking

IV. Negotiation Skills

V. Negotiating Styles

VI. Assertiveness

VII. Questioning Techniques

VIII. Ranking Exercises

IX. Surveys

X. Case Studies

XI. Negotiation Transcripts

XII. General Exercises

XIII. Needs and Interests

Needs and Interests Exercise 1: Needs and Interests Analysis

DEFINING NEEDS AND INTERESTS

WORKSHEET: Needs and Interests Analysis

Needs and Interests Exercise 2: My Needs and Interests

XIV. Difficult People

XV. Boundary Roles

XVI. Sales Negotiation

Appendix: Practice Negotiations

Index

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Needs and Interests Exercise 1: Needs an... > WORKSHEET: Needs and Interests Analy... - Pg. 237

Handout: WORKSHEET--Analysis Needs and Interests Exercise 1. WORKSHEET: Needs and Interests Analysis Position (What They Said) Underlying Needs and Interests How I Should Have Responded

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Needs and Interests Exercise 1: Needs an... > WORKSHEET: Needs and Interests Analy... - Pg. 237