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Component1: Facilitator talking points
Component 2: The Negotiating Agenda
Component 3: Handout 1, Tips for Better Negotiations
Component 4: Activity 1, Emotion vs. Logic
Component 5: Activity 1, Emotion vs. Logic Idea Sheet
Component 6: Activity 2, Reading Non-Verbal Signals
Component 7: Activity 2, Reading Non-Verbal Signals Answer Sheet
Component 8: Handout 2, Avoiding an Impasse
Component 9: Activity 3, Negotiating Scenarios
Component 10: Activity 3, Negotiating Scenarios Idea Sheet
Component 11: Handout 3: Responding to Common Objections
Other Resources | | Component 6: Activity 2, Reading Non-Verbal Signals
How do you interpret these non-verbal signals?
Arms crossed on chest
Unbuttoned coat
Sitting on edge of chair
Doodling
Turned sideways to you
Hands over mouth
Moving closer to you
Hands in steeple
Clinched fists
Hands behind head/leaning back
Compiled from "The Art of Negotiating," tape series by Gerard I. Nierenberg, Nightengale-Conant Corp.
Component 7, next page > |
