Negotiation Skills

These two volumes contain a complete resource kit for the running of a one-day training session on business negotiation skills. The structure of the workshop revolves around the introduction of each topic by the tutor, followed by individual or group work and feedback or general discussion. The kit has been designed to provide a company with a cost effective alternative to sending delegates on out-of-house training programmes.;The objectives of this negotiation skills workshop are for participants to appraise their own negotiation strengths and style, to identify potential obstacles and develop approaches designed to overcome them, to understand the basic principles of structured negotiation and to improve their own negotiation skills.;The training methods and materials in this package include informal lectures, group and individual work, workbook exercises, case studies and role-play and pre-and post-course reading. An instructor's guide which accompanies the kit contains teaching aims, lecture guides, instructions for the handling of different materials, teaching notes on the case studies used, and supplementary materials such as hand-out masters. There is also a participant's guide, which contains details of the course, notes on the topics discussed, exercises, case studies and work sheets.