Kennedys' Simulations for Negotiation Training
Inbunden, Engelska, 2017
4 039 kr
Beställningsvara. Skickas inom 10-15 vardagar. Fri frakt för medlemmar vid köp för minst 249 kr.
Finns i fler format (1)
Improving negotiation skills has become an important part of the development of any manager or supervisor. But writing negotiating simulations that are effective can be a hit or miss exercise for any busy trainer. This manual provides you with a set of 24 detailed and proven simulations (and six negotiation 'cases') involving scenarios for purchasing, selling, industrial relations, disputed invoices, change management, problem solving and contract negotiation. The simulations are graded 'basic', 'intermediate' or 'advanced' and provide scenarios suitable for managers wishing to improve negotiation skills, whatever their level. Each of the simulations follows Gavin Kennedy's renowned 4-phase 'wants' method of negotiating and includes detailed trainer's notes and full participant's briefs. In the first half of the manual, Professor Kennedy provides guidance on how to prepare for simulations, controlling the exercises, evaluating the outcome and using observers. There is also comprehensive guidance on the 4-phase 'wants' method of negotiating. For this third edition, six completely new simulations are provided to match the changing circumstances of business negotiation, related to the widening readership among trainers in Europe, the Americas, Asia, and Africa. All the simulations have been field-tested by practising negotiation trainers and all are based on real-world experiences and business incidents. There is also a new section ('Negotiation Cases') containing negotiation training materials for small sub-group discussions by participants, who apply the negotiation concepts introduced in the training sessions. This wide-ranging and proven collection of exercises should be extremely useful to anyone responsible for developing negotiation skills as well as to those training in sales, purchasing, people management and problem solving.
Produktinformation
- Utgivningsdatum2017-09-25
- Mått210 x 297 x undefined mm
- Vikt1 380 g
- FormatInbunden
- SpråkEngelska
- Antal sidor324
- Upplaga3
- FörlagTaylor & Francis Ltd
- ISBN9781138433144
Tillhör följande kategorier
Hoppa över listan
Du kanske också är intresserad av
- Nyhet
Del 3
- Nyhet
Del 11
- Nyhet
Del 1
- Nyhet
Del 4
- Nyhet
Del 4
- Nyhet
Del 6
Del 2