Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities
Author:   Ira G. Asherman
Publisher:   HarperCollins Focus
Edition:   Special ed.
ISBN:  

9780814431900


Pages:   368
Publication Date:   16 May 2012
Format:   Paperback
Availability:   In Print   Availability explained
This item will be ordered in for you from one of our suppliers. Upon receipt, we will promptly dispatch it out to you. For in store availability, please contact us.

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Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities


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Overview

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.

Full Product Details

Author:   Ira G. Asherman
Publisher:   HarperCollins Focus
Imprint:   Amacom
Edition:   Special ed.
Dimensions:   Width: 8.50cm , Height: 1.10cm , Length: 11.00cm
Weight:   0.002kg
ISBN:  

9780814431900


ISBN 10:   0814431909
Pages:   368
Publication Date:   16 May 2012
Audience:   General/trade ,  General
Format:   Paperback
Publisher's Status:   Active
Availability:   In Print   Availability explained
This item will be ordered in for you from one of our suppliers. Upon receipt, we will promptly dispatch it out to you. For in store availability, please contact us.

Table of 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

Reviews

-Business collections interested in negotiation and teamwork will find this an excellent choice.- --The Midwest Book Review Business collections interested in negotiation and teamwork will find this an excellent choice. --The Midwest Book Review


-Business collections interested in negotiation and teamwork will find this an excellent choice.- --The Midwest Book Review


Business collections interested in negotiation and teamwork will find this an excellent choice. --The Midwest Book Review


Author Information

IRA G. ASHERMAN is the president of Asherman Associates and has been a management consultant for the last 30 years. He is the coauthor of several books, including The Negotiation Sourcebook and The Sales Management Sourcebook.

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