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"Master the six steps of negotiating with these role-plays that will teach you the skills of planning, climate setting, issue identification, bargaining, settlement, and review. These role-plays, drawn from real life experiences, were compiled to aid today's training professional in designing a negotiation skills program. They address a number of issues involved in sales, purchasing, employee performance, boundary roles, general management, and dealing with coworkers." "To make the trainer's job easier, the book includes planning, observer and debriefing worksheets, a list of critical behaviors, and a special set of directions for participants. Each role-play is written in an easy-to-read format, and includes directions which address the time requirements, objectives, methodology, and trainer's instructions for each exercise."--BOOK JACKET.Title Summary field provided by Blackwell North America, Inc. All Rights Reserved