Negotiation at Work
Maximize Your Team's Skills with 60 High-Impact Activities
(Sprache: Englisch)
For leaders looking to increase sales and drive their teams toward big-picture success, this handy resource--packed with sixty interactive lessons, case studies, and assessments--will transform you into a master instructor on the art of negotiation.
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Produktinformationen zu „Negotiation at Work “
For leaders looking to increase sales and drive their teams toward big-picture success, this handy resource--packed with sixty interactive lessons, case studies, and assessments--will transform you into a master instructor on the art of negotiation.
Klappentext zu „Negotiation at Work “
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 zu „Negotiation at Work “
CONTENTSHandouts 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
Autoren-Porträt von Ira G. Asherman
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.
Bibliographische Angaben
- Autor: Ira G. Asherman
- 2012, SPE., 368 Seiten, Maße: 21,7 x 28,6 cm, Kartoniert (TB), Englisch
- Verlag: Amacom
- ISBN-10: 0814431909
- ISBN-13: 9780814431900
Sprache:
Englisch
Rezension zu „Negotiation at Work “
"Business collections interested in negotiation and teamwork will find this an excellent choice." "--The Midwest Book Review"
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