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Dealing With Tough Negotiators - HRDQ
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SKU: 0164E2FG

Dealing with Tough Negotiators allows participants to learn about negotiating behaviors and chart their capacity to improve across five negotiating skill sets. Applying the appropriate negotiation techniques and skills necessary to approach each discussion with confidence can lead to more win-win outcomes.

Selling Skills



Employees in sales or customer service

1 hour


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 into 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.

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.

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.

What to order

Facilitator Guide: Order One Guide per Trainer

The Facilitator Guide includes background information, administrative guidelines, a  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 the scoring and administration of the assessment. It provides pressure-sensitive forms for manual scoring.

QuickStart Train-the-Trainer: 1-Hour Virtual Coaching Session for This Product

QST is a convenient, one-hour virtual coaching session for first-time facilitators of this product. You'll receive personalized, one-on-one coaching with a subject matter expert who will get you up to speed quickly and accurately so you can step into the onsite with confidence. We'll answer all your questions about the facilitation of the product. And you can add additional coaching hours as needed. Your coaching session can be provided by telephone or video call and at a time of your choosing.

Facilitators will also receive an HRDQ Certificate of Completion for completing the QuickStart session.

About the authors

The HRDQ Development Team creates soft-skill 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.

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