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Dealing With Tough Negotiators Theoretical Background


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Dealing with Tough Negotiators is based on a study of the relevant literature and the Model of Negotiating Behaviour. The literature on collaborative negotiating points to 5 skills that move a negotiation to constructive, objective discussion. These skills prepare the collaborative negotiator for both offense (proactive collaboration) and defense (wariness, solid research, and questioning).

Learning Outcomes

• Learn 5 key skills for dealing with tough negotiations

• Identify strengths and weaknesses in 5 skill areas

• Practice handling tough negotiations

• Understand how to enable win-win solutions with tough negotiators.

How It Works

With a particular situation and difficult negotiator in mind, participants respond to the 30 statements on the assessment. Participants then learn about the Model of Negotiating Behavior, score the assessment, and chart the results for each of the 5 negotiating skill sets. Interpretive information provides insight on scores and thought-provoking questions help participants think of ways to practice the 5 skills. Following the assessment, the Dealing with Tough Negotiators Workbook offers practice in applying the skills with the help of examples, prepared questions, and guidelines — the perfect tool for negotiators who are about to enter into a particularly difficult negotiation.

Uses for Dealing with Tough Negotiators

Both the Assessment and the Workbook are written for negotiators who have at least some negotiating experience. (For inexperienced negotiators, we suggest the Negotiating Style Profile or the Negotiating Win-Win Solutions workshop as an introduction to basic, collaborative negotiating.)

Participant Guide includes:

• 30-item assessment

• Pressure-sensitive response form

• Model of Negotiating Behaviour

• Overview of 5 key negotiating skills

• Interpretive information

• Diagram for charting scores

• Reflection questions/action planning.

Attribute nameAttribute value
AUTHORHRDQ Research & Development Team