Negotiation at work : maximize your team's skills with 60 high-impact activities / Ira G. Asherman.

Format:

Book

Author/Creator:

Asherman, Ira.

Language:

English

Subjects (All):

Negotiation--Study and teaching.

Negotiation.

Negotiation in business.

Physical Description:

1 online resource (320 pages)

Edition:

1st edition

Place of Publication:

New York : AMACOM, c2012.

System Details:

text file

Summary:

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:

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.

Notes:

Includes index.

ISBN:

9781283688567

1283688565

9780814431900

0814431909

OCLC:

784885925