Ira G. Asherman

Negotiation at Work

Maximize Your Team's Skills with 60 High-Impact Activities

• Broschiertes Buch

Produktbeschreibung

Success in business often hinges on good negotiation, and that takes advanced skills in listening, self-awareness, conflict resolution, assertiveness, and more.

Negotiation at Work includes easy-to-use exercises to help you instill your employees with the confidence they need to become strong negotiators. Each activity includes a description, detailed directions, goals, additional resources, and trainer notes to guide your facilitation.

Your team will learn how to:
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,and determine their own negotiating style.
To instruct in the complicated subject of negotiation, managers and trainers can't rely on simple pep talks or basic business strategy. Featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions, Negotiation at Work has everything you need to successfully train others up in skills that will lead to increased sales, big company savings, and control over their careers.

Produktdetails

• Verlag: AMACOM / McGraw-Hill Professional
• SPE
• Seitenzahl: 368
• Erscheinungstermin: 11. April 2012
• Englisch
• Abmessung: 286mm x 217mm x 28mm
• Gewicht: 1022g
• ISBN-13: 9780814431900
• ISBN-10: 0814431909
• Artikelnr.: 34881655

Autorenporträt

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.

Inhaltsangabe

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