Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities - Softcover

Asherman, Ira

Softcover

ISBN 10: 0814431909 ISBN 13: 9780814431900

Publisher: AMACOM, 2012

Synopsis

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, mangers and trainers can’t rely on simple pep talks or basic business strategy. Proven and powerful-- 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.

About this title

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.

From the Back Cover:

Training people in the art of negotiation requires you to instill in your participants a wide variety of skills, and the best way to do so is through exercises that get them up on their feet, actively practicing the techniques used by seasoned pros.

Negotiation at Work supplies you with the tools and guidance you need to lead learners smoothly and effectively through any training situation. Packed with 60 interactive lessons designed to inspire confidence and transform participants into strong negotiators, the book makes it easy to show people how to:

Plan effectively for any 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 one’s own negotiating style

· And much more.

Taking you step-by-step through each training exercise, the book precedes each activity with a description, detailed directions, goals to shoot for, and additional resources, as well as notes to help you get the most out of each exercise and the most from your learners.

Filled with tools such as case studies and negotiation transcripts, the book enables you to instruct others in concepts such as listening, self-awareness, conflict resolution, and assertiveness. Negotiation at Work shows you how to include the traits and behaviors of every successful negotiator and discusses the power of perception, cross-cultural negotiation, assertiveness, questioning techniques, and the use of different negotiating styles. In addition, you’ll find material necessary to lead practice negotiation sessions, and allow learners to evaluate and assess their current negotiation abilities.

Negotiation is an essential part of doing business. Giving you the guidance, instruction, and practical, down-to-earth strategies you need to facilitate fast, targeted training sessions for any team or group, in any work environment, Negotiation at Work is a must have resource for turning novice negotiators into masters.

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, Second Edition, and The Sales Management Sourcebook. He lives in New York City.

About this edition

• Publisher: AMACOM
• Publication date: 2012
• ISBN 10: 0814431909
• ISBN 13: 9780814431900
• Binding: Paperback
• Edition number: 1
• Number of pages: 368