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Informationen zum Autor 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 . Klappentext 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. "Business collections interested in negotiation and teamwork will find this an excellent choice." "--The Midwest Book Review" Zusammenfassung 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. Inhaltsverzeichnis 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 ...
