Negotiation at Work
Maximize Your Team's Skills with 60 High-Impact Activities
Author: Ira G. Asherman
Pub Date: April 2012
Print Edition: $34.95
Print ISBN: 9780814431900
Page Count: 368
Format: Paper or Softback
e-Book ISBN: 9780814431955
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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.
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