Book description
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.
Table of contents
- Cover Page
- Title Page
- Copyright Page
- Contents
- Handouts and Overheads
- Introduction
- 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
- 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
- Index
- Footnote
Product information
- Title: Negotiation at Work
- Author(s):
- Release date: April 2012
- Publisher(s): AMACOM
- ISBN: 9780814431955
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