Table of Contents/Introduction 

I. Opening Activities   

    1. A current Negotiation   

            To get participants thinking about the program prior to their attendance.

            To provide participants with a current negotiation that they can work on during the program.

    2. Expectations   

            To have participants identify what they want to learn in the program

    3.  Everyone Negotiates   

        To help participants see the universal nature of negotiation

        To provide a framework for the negotiation program

II. Planning   

    1. Negotiation Planning   

            To practice the planning process

    2. Behind the Lines   

            To evaluate a sales representative's planning

            To identify the elements of effective sales planning.

III. Creative Thinking   

    1. The Moffett Picture   

            To practice creative thinking

    2. The Unsold Glasses   

            To illustrate the process of creative thinking.

IV. Negotiation Skills   

    1. Behaviors of the Successful Negotiator   

            To identify the behaviors of the effective negotiator.

    2. Self-Evaluation   

            To evaluate current skills

    3. Cross-Cultural Negotiation   

            To develop a list of the skills required for the effective cross-cultural negotiator.

    4. Perceptions and Trust   

        To illustrate how our perceptions of others can have an impact on the negotiation process.

V. Negotiating Styles   

    1. Defining the Styles   

            To introduce participants to five negotiation (or conflict resolution) styles.

            To discuss when and where each of the styles is appropriate.

    2. Negotiation Styles Practice - Long Version   

            To highlight different negotiation styles.

            To understand the impact of the competitive, the accommodating, the avoiding and the collaborating, styles of negotiation outcomes.

    3. Negotiating Styles Practice - Short Version   

            To highlight different negotiation styles

            To identify the strategies for dealing with different styles.

VI. Assertiveness   

    1. Defining Assertiveness   

            To define assertive and unassertive behavior.

    2. Practicing Assertiveness   

            To practice assertive behavior through a written exercise.

    3. Being Assertive   

            To practice making assertive responses.

VII. Questioning Techniques   

    1. Defining Questions   

            To identify different types of questions.

    2. Questioning Techniques.   

            To practice asking different types of questions.

    3. Surfacing Intangibles   

            To identify the questions needed to surface intangibles.

VIII. Ranking Exercises   

    1. Negotiator Skills   

            To identify the skills of the effective negotiator

    2. Planning   

            To identify the characteristics of effective planning

    3. Building Trust   

            To identify the items critical to building trust

IX. Surveys   

    1. Self-Evaluation   

            To help participants assess their skills in planning and conducting negotiation

    2.  Trust Assessment   

            To help participants identify their skills at building and sustaining trust.

X. Case Studies   

    1. The Optometry Shop   

            To look at intangibles and their impact

    2. Purchasing   

            To look at intangibles and their impact.

    3. Planning Meeting   

            To identify what happens when you feel you have no options.

            How to deal with a "no option" situation

    4. Meeting Plan   

            To learn how to begin a negotiation

            To discuss the steps to take when negotiating for internal support.

    5. The Art Market   

            To look at concession pattern

    6. The Condominium   

           To explore how to respond to a "problem" in a negotiation.

    7. The Antique Car   

          To explore negotiation openings

            To respond to an unsolicited opening

    8. The New Car   

            To illustrate developing needs and interests and how to address them.

    9. The Client Meeting   

            To explore the need to be specific with those whom you represent

            To explore the impact of not asking for specifics.

    10. The Bid   

            To determine how to respond to a negotiation opening

    11. Increasing Overhead   

            To discuss what to do when the other side quotes someone who is not in the room.

    12. Telephone Components   

            To look at the issue of risk taking

XI. Negotiation Transcripts.   

    1. The A/V Shop   

           To illustrate:

                Openings and how to make them

                Concession and its use

                Closings

    2. Ted and Sandy (1)   

            To identify the behaviors critical to effective issue identification.

    3. Ted and Sandy (2)   

            To identify the behaviors critical to effective issue identification

    4. Chris and Kate   

            To illustrate climate setting and issue identification

XII. General Exercises   

    1. Negotiation Questionnaire   

            To facilitate discussion about critical negotiation issues

    2. The Melian Dialogue   

            To review the impact of one's power on the negotiating process.    

    3. Framing a Problem  

            To illustrate the impact of framing on problem solving

    4. Fairness and Negotiation   

            To define fairness, explore the impact of fairness in negotiation and the impact of an ultimatum on the perception of fairness.

XIII. Needs and Interests  

    1. Needs and Interests Analysis   

            To identify the differences between (1) positions and (2) needs and interests.

    2. My needs and Interests   

            To understand our individual needs and interests.

            To understand the impact of our needs and interest on our negotiations.

XIV. Difficult People   

    1. The Difficult Negotiator  

            To give participants an opportunity to practice dealing with an individual who presents problems during a negotiation.

XV. Boundary Roles   

    1. The Boundary Role  

            To determine the demands of the boundary role function

            To explore the impact of the boundary role function on negotiation effectiveness.

    2. The Adams' Paradox   

            To discuss the Adams' Paradox and its impact

            To review the impact of the Adams' Paradox on the participants work

    3. Departmental Assessment   

            To assess the effectiveness of the participants' departments in dealing with outside groups.

XVI. Sales Negotiation   

    1. Success Factors   

            To identify the factors critical to negotiation success and failure.

    2. Critical Sales Incidents  

            To identify the factors critical to negotiation success of failure.

    3. Currency Concept   

            To develop the concept of currencies

    4. The Use of Currencies in Selling   

            To practice the use of currencies in selling a product or service.

Appendix