HRDQ

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NEGOTIATING
Dealing with Tough Negotiators
Second Edition
HRDQ , Developers Rollin Glaser, EdD and Eileen M. Russo, PhD
Assessment, Workbook, and Workshop, 1 hour
You can’t turn a tough negotiator
into a problem-solving partner.
But you can achieve win-win outcomes if you
apply the right negotiating techniques from
Dealing with Tough Negotiators. This 30-item
assessment helps respondents identify their
areas of strength and weakness in five key
negotiating skill areas: Maintaining Composure,
Developing Data, Refocusing the Discussion, Being
Creative, and Handling Information Strategically.
Both the Assessment and the Workbook are
written for negotiators who have at least some
negotiating experience.
L E A R N I N G O U T C O M E S
• Learn five key skills for dealing with tough
negotiations
• Identify strengths and weaknesses in five
skill areas
• Practice handling tough negotiations
• Understand how to enable win-win solutions
with tough negotiators
Facilitator Set Includes facilitator guide, workshop instructions, sample participant materials, and
PowerPoint presentation $181
Participant Workbook $20
Self Assessment $17.90
QuickStart Training Two hours of telephone coaching for facilitators $450
Common Currency
The Cooperative-Competition Game
Lorraine Ukens, MS
Game, 1.5–3 hours
You can’t win the game alone.
Discover for yourself this fresh approach to
individual, team, and organizational development
with Common Currency: The Cooperative-
Competition Game. Teams representing fictional
countries must cooperate in trading coins and
informationwhilecompetingforthemostvaluable
combination of coins. The game demonstrates
the importance of group interdependence.
This game is a flexible, team-based activity that
utilizes a wealth of interpersonal and group-
process skills. We especially like using it as part of
negotiating and strategic planning workshops.
But it’s ideal for a wide array of training topics.
The Facilitator Guide includes debriefs for
training in team building, communication,
negotiating, strategic planning, decision making,
problem solving, resource sharing, and more.
Also included is a separate change module,
which demonstrates the value of cooperative-
competition in times of change.
L E A R N I N G O U T C O M E S
• Learn the basic principles of cooperative
competition
• Discover how cooperative competition
achieves the greatest results
• Develop the team and interpersonal skills
that drive cooperative competition
Complete Game Kit Materials to train up to 8 teams of 2–6 players at one time $299
Extra Game Pack Materials to train an additional team of 2–6 players $180
Workbook
Strengthen participants’ understanding.
Includes development-planning section
to maximize learning transfer.