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Exercise
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Reference no. 9-902-218
Subject category: Case Method and Specialist Management Disciplines
Authors: Michael A Wheeler (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2002
Version: 10 June 2002
Length: 2 pages
Topics: Attitudes; Negotiation; Self-assessment
Share a link: https://casecent.re/p/40668
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Abstract

This exercise helps students evaluate their negotiating style on traditional measures of creating versus claiming, and empathy and assertiveness. In just a few minutes, they can see where their natural style lies on a matrix.
Teaching note
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Reference no. 5-904-044
Subject category: Case Method and Specialist Management Disciplines
Authors: Michael A Wheeler (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2003
Version: 3 December 2003
Length: 9 pages
View full details

About

Abstract

This exercise helps students evaluate their negotiating style on traditional measures of creating versus claiming, and empathy and assertiveness. In just a few minutes, they can see where their natural style lies on a matrix.

Related

Teaching note
-
Reference no. 5-904-044
Subject category: Case Method and Specialist Management Disciplines
Authors: Michael A Wheeler (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2003
Version: 3 December 2003
Length: 9 pages
View full details