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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
Phoenix Public Library Holdings (Internal Code for CLS)

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 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