Dealing with Tough Negotiators is based on a study of the relevant literature and the Model of Negotiating Behavior. The literature on collaborative negotiating points to 5 skills that move a negotiation back to constructive, objective discussion. These skills prepare the collaborative negotiator for both offense (proactive collaboration) and defense (wariness, solid research, and constant questioning).
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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.