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Dealing With Tough Negotiators

SKU 0164E2FG
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You can't turn every tough negotiator into a collaborative, problem-solving partner. However, you can achieve more win-win outcomes if you apply the right negotiating techniques. HRDQ's Dealing with Tough Negotiators helps your team develop the skills they need to be confident during every discussion.

This 30-item assessment helps respondents identify their areas of strength and weakness in five key negotiating skill areas: maintaining composure, developing data, refocusing the discussion, being creative, and handling information strategically.

How It Works

Dealing with Tough Negotiators begins with a 30-item assessment focusing on critical aspects of tough negotiators.

Participants then learn about the Model of Negotiating Behavior, score their assessment, and chart their results for each of the five negotiating skill sets. Interpretive information provides insight on scores, and thought-provoking questions help participants think of ways to practice the five skills.

The workshop ends by exploring the Dealing with Tough Negotiators workbook, which offers participants techniques for practicing and applying these skills.

Uses and Applications

Dealing with Tough Negotiators is based on the Model of Negotiating Behavior. This model showcases five collaborative negotiating skills that move a negotiation back to a constructive, objective discussion. These skills prepare collaborative negotiators for both offense (proactive collaboration) and defense (wariness, solid research, and constant questioning).

The five critical skills for dealing with tough negotiations:

  1. Maintaining composure
  2. Developing data
  3. Refocusing the discussion
  4. Being creative
  5. Handling information strategically

Effective as stand-alone instruments or as part of a negotiating training program, Dealing with Tough Negotiators helps negotiators who:

  • Are about to enter into a particularly difficult negotiation
  • Routinely face tough negotiating partners
  • Have become set in their negotiating tactics and need a refresher
  • Are familiar with collaborative negotiation, but lack the means to achieve results

Learning Outcomes

By the end of this workshop, participants will:

  • Learn five critical skills for dealing with tough negotiations
  • Identify strengths and weaknesses in five skill areas
  • Practice handling tough negotiations
  • Understand how to enable win-win solutions with tough negotiators

Product Details

Product Type: Assessment. The Facilitator Guide includes everything you need to lead a successful training session.

Target Audience: Employees in sales or customer service.

Measures: How well participants negotiate and communicate with tough negotiators.

Dimensions: Negotiating, accommodating, collaborating, and compromising.

Time Required: One hour.

What to Order

Facilitator Guide: Order One Guide Per Trainer.

The Facilitator Guide includes background information, administrative guidelines, step-by-step workshop outline, and sample participant materials. Facilitator materials will be available as a digital download link in your order confirmation.

Workbook 5-Pack: Order One Pack for Up to Five Participants.

The Workbook serves as a comprehensive takeaway and includes critical content, worksheets, and forms used during the workshop.

Paper Assessment 5-Pack: Order One Pack for Up to Five Participants.

The Paper Assessment is ideal for facilitators who prefer to oversee scoring and administration of the assessment. It provides pressure-sensitive forms for manual scoring.

About the Authors

The HRDQ Development Team creates soft-skills learning solutions that help to improve the performance of individuals, teams, and organizations. At HRDQ, we believe an experiential approach is the best catalyst for adult learning. Our unique Experiential Learning Model has been the core of what we do for more than 40 years. We combine the best of organizational learning theory and proven facilitation methods with an appreciation for adult learning styles, our philosophy initiates and inspires lasting change.