Negotiation happens day in and day out, whether we realize it or not. We schedule appointments, agree on a restaurant, or bargin withi business associates for resources, and in all these activities we're drawing on our ability to reach a 'win-win' agreement (or at least come as close as possible) with others.

Yet all to often, negotiation is viewed as a naturally occuring skill. But the truth is that the art of negotiation can be learned and improved, and most anyone can benefit from formal training on the topic.

This book is designed to help trainers focus on the needs of learners by providing a step-by-step process for negotiation, backed up with practical exercises and tools to help create a flexible, supportive learning environment.

Handy icons throughout the text make it easy to find specific types of tools and ready-to-use materials is provided, including:

Instruments for assessing needs and providing training

Sample agendas for half or full day sessions

Structured experiences and case studies for real-life analysis

Online materials, including Word documents and PowerPoint slides, for additional support.

You'll be prepared to train people one-on-one negotiating situations, plus many of the approaches are easily adapted to group negotiating scenarios as well. Your workshop participants will learn to become aware of their negotiating tactics and behaviours, and then to consciously develop the new skills they need to be more effective. And since everyone has a somewhat different style or approach to negotiating, a wide range of different strategies and methods are covered.