CONTENTS
The Organization of the Activities
Opening Exercise 1: A Current Negotiation
Opening Exercise 2: Expectations
Opening Exercise 3: Everyone Negotiates
Planning Exercise 1: Negotiation Planning
Planning Exercise 2: Behind the Lines
Creative Thinking Exercise 1: The Moffett Picture
Creative Thinking Exercise 2: The Unsold Glasses
Skills Exercise 1: Behaviors of the Successful Negotiator
Skills Exercise 2: Self-Evaluation
Skills Exercise 3: Cross-Cultural Negotiation
Skills Exercise 4: Perceptions and Trust
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