Dealing with Tough Negotiators - Second Edition
by Rollin Glaser, Eileen Russo, and the HRDQ Development Team
You can't turn a tough negotiator into a collaborative, problem-solving partner. But you can achieve win-win outcomes if you apply the right negotiating techniques.
HRDQ's Dealing with Tough Negotiators series will help your negotiators develop the skills they need. 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.
Rollin Glaser, Ed.D. is an accomplished trainer, consultant, and expert in the field of adult learning, and is also the co-founder and former chief executive officer of HRDQ. He holds several degrees, including a BS from Northwestern University and a M.Ed. from Northeastern University, as well as a MA and Ed.D. from Columbia University. In addition to many assessments, training games, programs, and articles, Mr. Glaser is the author of Personnel Management for Retailers and co-author of The Management of Training and Managing by Design.
Eileen M. Russo, Ph.D. is former vice president of research and development for HRDQ. She has a Ph.D. in social psychology with a minor in organizational behavior and an MS in social psychology from the University of Pittsburgh. Dr. Russo has a BA in psychology from Fairfield University. Her work includes research in social influence, group behavior, decision making, and perceptions of control at work. As vice president of research and development, she was responsible for overseeing the development of HRDQ products.