Negotiation at work : maximize your team's skills with 60 high-impact activities

Negotiation at work maximize your team's skills with 60 high-impact activities

Negotiation is an essential part of doing business, but to be an effective negotiator one must master a wide variety of skills such as listening, self-awareness, conflict resolution, assertiveness, and more. So it stands to reason that in order to teach such a complicated subject, managers and train...

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Detalles Bibliográficos
Autor principal: Asherman, Ira (-)
Formato: Libro electrónico
Idioma:Inglés
Publicado: New York : AMACOM c2012.
Edición:1st edition
Materias:
Negotiation > Study and teaching.
Negotiation in business.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628633806719
Tabla de Contenidos:
  • Cover Page
  • Title Page
  • Copyright Page
  • Contents
  • Handouts and Overheads
  • Introduction
  • The Organization of This Book
  • The Organization of the Activities
  • Symbols
  • I. Opening Activities
  • Opening Exercise 1: A Current Negotiation
  • Opening Exercise 2: Expectations
  • Opening Exercise 3: Everyone Negotiates
  • II. Planning
  • Planning Exercise 1: Negotiation Planning
  • Planning Exercise 2: Behind the Lines
  • III. Creative Thinking
  • Creative Thinking Exercise 1: The Moffett Picture
  • Creative Thinking Exercise 2: The Unsold Glasses
  • IV. Negotiation Skills
  • 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
  • V. Negotiating Styles
  • Negotiating Styles Exercise 1: Defining the Styles
  • Negotiating Styles Exercise 2: Negotiation Styles Practice-Long Version
  • Negotiating Styles Exercise 3: Negotiating Styles Practice-Short Version
  • VI. Assertiveness
  • Assertiveness Exercise 1: Defining Assertiveness
  • Assertiveness Exercise 2: Practicing Assertiveness
  • Assertiveness Exercise 3: Being Assertive
  • VII. Questioning Techniques
  • Questioning Exercise 1: Defining Questions
  • Questioning Exercise 2: Questioning Techniques
  • Questioning Exercise 3: Surfacing Intangibles
  • VIII. Ranking Exercises
  • Ranking Exercise 1: Negotiator Skills
  • Ranking Exercise 2: Planning
  • Ranking Exercise 3: Building Trust
  • IX. Surveys
  • Survey 1: Self-Evaluation
  • Survey 2: Trust Assessment
  • X. Case Studies
  • Case 1: The Optometry Shop
  • Case 2: Purchasing
  • Case 3: Planning Meeting
  • Case 4: Meeting Plan
  • Case 5: The Art Market
  • Case 6: The Condominium
  • Case 7: The Antique Car
  • Case 8: The New Car
  • Case 9: The Client Meeting
  • Case 10: The Bid
  • Case 11: Increasing Overhead.
  • Case 12: Telephone Components
  • XI. Negotiation Transcripts
  • Transcript 1: The A/V Shop
  • Transcript 2: Ted and Sandy (1)
  • Transcript 3: Ted and Sandy (2)
  • Transcript 4: Chris and Kate
  • XII. General Exercises
  • General Exercise 1: Negotiation Questionnaire
  • General Exercise 2: The Melian Dialogue
  • General Exercise 3: Framing a Problem
  • General Exercise 4: Fairness and Negotiation
  • XIII. Needs and Interests
  • Needs and Interests Exercise 1: Needs and Interests Analysis
  • Needs and Interests Exercise 2: My Needs and Interests
  • XIV. Difficult People
  • Difficult People Exercise: The Difficult Negotiator
  • XV. Boundary Roles
  • Boundary Roles Exercise 1: The Boundary Role
  • Boundary Roles Exercise 2: The Adams' Paradox
  • Boundary Roles Exercise 3: Departmental Assessment
  • XVI. Sales Negotiation
  • Sales Negotiation Exercise 1: Success Factors
  • Sales Negotiation Exercise 2: Sales Practices Assessment
  • Sales Negotiation Exercise 3: Features, Advantages, Benefits, Proof
  • Sales Negotiation Exercise 4: The Approach Piece
  • Sales Negotiation Exercise 5: Product Knowledge Jeopardy
  • Sales Negotiation Exercise 6: Give It to Me . . . I Want It!
  • Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson?
  • Sales Negotiation Exercise 8: The Sales Presentation Role Play
  • Sales Negotiation Exercise 9: Selling Skills Inventory
  • Sales Negotiation Exercise 10: Peer Group Review
  • Appendix: Practice Negotiations
  • The New Financial Reporting System: DANA KENT
  • The New Financial Reporting System: LEE STONE
  • The Alpha Project: CHRIS
  • The Alpha Project: JIM
  • Index.

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