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Negotiation at Work : Maximize Your Team's Skills with 60 High-Impact Activities: Asherman, Ira G.: BOOKS KINOKUNIYA
Book Details
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
Publisher : Amacom Books
Published Date : 2012/04
Binding : Paperback
ISBN : 9780814431900

BookWeb Price : MYR 139.80
Kinokuniya Privilege Card member price : MYR 125.82

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Language : English
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Book Description
Source: ENG
Academic Descriptors: A48404240
Place of Publication: United States
Subject Development: Techniques
Academic Level: Extracurricular
Review:
Phoenix Public Library Holdings (Internal Code for CLS)
Table of Contents
 
Handouts and Overheads                             ix
Introduction                                       xi
The Organization of This Book                      xi
The Organization of the Activities                 xii
Symbols                                            xiv
    I Opening Activities                           1  (14)
      Opening Exercise 1 A Current Negotiation     3  (4)
      Opening Exercise 2 Expectations              7  (4)
      Opening Exercise 3 Everyone Negotiates       11 (4)
    II Planning                                    15 (14)
      Planning Exercise 1 Negotiation Planning     17 (6)
      Planning Exercise 2 Behind the Lines         23 (6)
    III Creative Thinking                          29 (10)
      Creative Thinking Exercise 1 The Moffett     31 (4)
      Picture
      Creative Thinking Exercise 2 The Unsold      35 (4)
      Glasses
    IV Negotiation Skills                          39 (20)
      Skills Exercise 1 Behaviors of the           41 (4)
      Successful Negotiator
      Skills Exercise 2 Self-Evaluation            45 (4)
      Skills Exercise 3 Cross-Cultural             49 (4)
      Negotiation
      Skills Exercise 4 Perceptions and Trust      53 (6)
    V Negotiating Styles                           59 (18)
      Negotiating Styles Exercise 1 Defining       61 (6)
      the Styles
      Negotiating Styles Exercise 2 Negotiation    67 (8)
      Styles Practice---Long Version
      Negotiating Styles Exercise 3 Negotiating    75 (2)
      Styles Practice---Short Version
    VI Assertiveness                               77 (12)
      Assertiveness Exercise 1 Defining            79 (2)
      Assertiveness
      Assertiveness Exercise 2 Practicing          81 (4)
      Assertiveness
      Assertiveness Exercise 3 Being Assertive     85 (4)
    VII Questioning Techniques                     89 (14)
      Questioning Exercise 1 Defining Questions    91 (4)
      Questioning Exercise 2 Questioning           95 (4)
      Techniques
      Questioning Exercise 3 Surfacing             99 (4)
      Intangibles
    VIII Ranking Exercises                         103(14)
      Ranking Exercise 1 Negotiator Skills         105(4)
      Ranking Exercise 2 Planning                  109(4)
      Ranking Exercise 3 Building Trust            113(4)
    IX Surveys                                     117(12)
      Survey 1 Self-Evaluation                     119(6)
      Survey 2 Trust Assessment                    125(4)
    X Case Studies                                 129(50)
      Case 1 The Optometry Shop                    131(4)
      Case 2 Purchasing                            135(4)
      Case 3 Planning Meeting                      139(4)
      Case 4 Meeting Plan                          143(4)
      Case 5 The Art Market                        147(4)
      Case 6 The Condominium                       151(4)
      Case 7 The Antique Car                       155(4)
      Case 8 The New Car                           159(4)
      Case 9 The Client Meeting                    163(4)
      Case 10 The Bid                              167(4)
      Case 11 Increasing Overhead                  171(4)
      Case 12 Telephone Components                 175(4)
    XI Negotiation Transcripts                     179(28)
      Transcript 1 The A/V Shop                    181(10)
      Transcript 2 Ted and Sandy (1)               191(4)
      Transcript 3 Ted and Sandy (2)               195(6)
      Transcript 4 Chris and Kate                  201(6)
    XII General Exercises                          207(24)
      General Exercise 1 Negotiation               209(8)
      Questionnaire
      General Exercise 2 The Melian Dialogue       217(6)
      General Exercise 3 Framing a Problem         223(6)
      General Exercise 4 Fairness and              229(2)
      Negotiation
    XIII Needs and Interests                       231(14)
      Needs and Interests Exercise 1 Needs and     233(6)
      Interests Analysis
      Needs and Interests Exercise 2 My Needs      239(6)
      and Interests
    XIV Difficult People                           245(8)
      Difficult People Exercise: The Difficult     247(6)
      Negotiator
    XV Boundary Roles                              253(14)
      Boundary Roles Exercise 1 The Boundary       255(4)
      Role
      Boundary Roles Exercise 2 The Adams'         259(4)
      Paradox
      Boundary Roles Exercise 3 Departmental       263(4)
      Assessment
    XVI Sales Negotiation                          267(74)
      Sales Negotiation Exercise 1 Success         269(4)
      Factors
      Sales Negotiation Exercise 2 Sales           273(4)
      Practices Assessment
      Sales Negotiation Exercise 3 Features,       277(4)
      Advantages, Benefits, Proof
      Sales Negotiation Exercise 4 The Approach    281(6)
      Piece
      Sales Negotiation Exercise 5 Product         287(6)
      Knowledge Jeopardy
      Sales Negotiation Exercise 6 Give It to      293(8)
      Me... I Want It!
      Sales Negotiation Exercise 7 What Does It    301(8)
      Take to Be a World-Class Salesperson?
      Sales Negotiation Exercise 8 The Sales       309(14)
      Presentation Role Play
      Sales Negotiation Exercise 9 Selling         323(12)
      Skills Inventory
      Sales Negotiation Exercise 10 Peer Group     335(6)
      Review
  Appendix: Practice Negotiations                  341(6)
      The New Financial Reporting System: DANA     343(1)
      KENT
      The New Financial Reporting System: LEE      344(1)
      STONE
      The Alpha Project: CHRIS                     345(1)
      The Alpha Project: JIM                       346(1)
Index                                              347
 

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 trainers need proven, powerful activities. "Negotiation at Work" is the answer. The book is packed with 60 interactive lessons designed to instill confidence and transform participants into strong negotiators. Each activity includes a description, detailed directions, goals, additional resources as well as notes for the trainer. The exercises are designed to help learners: plan effectively for a negotiation; ask the right questions; build trust; analyze each negotiation creatively; strategically frame each party's needs and interests; successfully negotiate with difficult people; determine their own negotiating style; and much more. Featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions, this handy book includes everything readers need to successfully train others in the fine art of negotiation.

Contents
CONTENTS Handouts and Overheads Introduction The Organization of This Book The Organization of the Activities Symbols I.Opening Activities II.Planning III.Creative Thinking IV.Negotiation Skills V.Negotiating Styles VI.Assertiveness VII.Questioning Techniques VIII.Ranking Exercises IX.Surveys X.Case Studies XI.Negotiation Transcripts XII.General Exercises XIII.Needs and Interests XIV.Difficult People XV.Boundary Roles XVI.Sales Negotiation Appendix: Practice Negotiations Index