Negotiation at Work

Maximize Your Team's Skills with 60 High-Impact Activities

 Negotiation at Work

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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Table of Contents


Handouts and Overheads


The Organization of This Book

The Organization of the Activities


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


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