1 Print Participant Workbook
TheoryDealing 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 five 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).
Product TypeAssessment and workshop
Time Required1 hour