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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 7: Activity 2, Reading Non-Verbal Signals Idea Sheet
Use this answer sheet to prompt your group for the correct interpretations.
| Arms crossed on chest | Defensive | | Unbuttoned coat | Open | | Sitting on edge of chair | Eager | | Doodling | Bored | | Turned sideways to you | Suspicious | | Hands over mouth | Doubtful | | Moving closer to you | Accepting | | Hands in steeple | Confidant | | Clinched fists | Frustrated | | Hands behind head/leaning back | Dominant |
Compiled from "The Art of Negotiating," tape series by Gerard I. Nierenberg, Nightengale-Conant Corp.
Component 8, next page > |
